"Rising Tides Float All Ships," a bit of an odd title, given the current … [Read more...]
Tag: Overcoming Crises
Rising Tides Float All Ships, But What About Falling Tides?
How Do You Know If The Customer "Knows?" Posted on October, 2011
As sales professionals, we are supposed to be masters of effective … [Read more...]
"I Made A Mistake" Posted on October, 2011
I had a great conversation with a remarkable executive the other day. We were … [Read more...]
What If You Sold What Customers Wanted To Buy? Posted on September, 2011
We know what we want to sell. We've ben trained, we have all our brochures and … [Read more...]
Sales People, We Need To Be More Pushy! Posted on August, 2011
I can imagine any buyer encountering this post is going to groan. The last … [Read more...]
Innovation In Sales Posted on August, 2011
Innovation In Sales---sounds a little like an oxymoron, something like sales … [Read more...]
Paying Attention Posted on July, 2011
The other day, I was returning to the office from a meeting. The drive was a … [Read more...]
It's Not About The Questions, It's The Conversation Posted on July, 2011
There's a huge amount of discussion about questions in selling. Entire books … [Read more...]
We All Make Mistakes, It's How We Recover That Makes The Difference Posted on June, 2011
My last post, Even The Biggest And Best Get It Terribly Wrong, was about how … [Read more...]
In Winning, It's The Little Performance Differences That Count Posted on June, 2011
For those of you who have followed me for some time, you know I'm an avid … [Read more...]
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