I wonder why we never talk much about change and change management--except when … [Read more...]
Tag: Execution
Selling Is About Change And Change Management
Is This Meeting A Good Use Of Your Prospect And Customer's Time? Posted on October, 2009
I read a post from Miller Heiman on "How Do You Know If You Are Wasting Time … [Read more...]
The Courage To Admit You Are Wrong Posted on October, 2009
I'm continuing my barnstorming tour of Ireland and meeting with Irish Technology … [Read more...]
Intensity, Clarity, and Purposefulness Posted on October, 2009
This week, I have the privilege of meeting with a number of Ireland's leading … [Read more...]
The New Efficiency--With Less, Do More ??? Posted on September, 2009
I was struck by a letter from Steve Ballmer yesterday. It was entitled, the New … [Read more...]
Sales Productivity -- What If We Changed The Way We Look At The Problem? Posted on September, 2009
Everyday, I speak with sales executives about the issues of sales productivity, … [Read more...]
Do As I Say, Not As I Do Posted on September, 2009
It's hard to practice what we preach. In honesty, sometimes, I want to just … [Read more...]
We Want Your Feedback! Posted on September, 2009
Yesterday, I got an email from a service provider for a Sales 2.0 tool that I … [Read more...]
What's The Worst Objection? Posted on August, 2009
I was reading a blog post the other day, it posed the question: "What's the … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]