As sales people, we take our responsibility to sell very seriously--sometimes … [Read more...]
It's The Customer's Responsibility To Buy!
Teaching Our Customers Posted on October, 2012
There's a lot of talk about the role of the sales person as a "Teacher." It's … [Read more...]
Old Dogs Can Learn New Tricks! (Are The Pups' Learning As Well?) Posted on October, 2012
Continually learning and improving our skills is critical, regardless of how … [Read more...]
Changing Our Vocabularies! Posted on September, 2012
The words we use betray our thinking and focus. How we express ourselves shows … [Read more...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
What Did You Sell That For? Posted on August, 2012
As a preface, I have to confess to a little frustration and some venting. Too … [Read more...]
Are You Building Coalitions With Your Customers? Posted on August, 2012
As sales professionals, we're supposed to be great at building relationships … [Read more...]
Newton's Third Law, Every Action Creates An Equal And Opposite Reaction Posted on August, 2012
Many of you might be surprised, but I was actually trained as a physicist. One … [Read more...]
Change, When Will We Put It Behind Us!?!@#!? Posted on August, 2012
About a week ago, I participated in a conversation with a group of frustrated … [Read more...]
Getting Close To The Customer, It's About Mobility Posted on August, 2012
One of the key goals of customer centric organizations is "Getting Close To The … [Read more...]
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