What if we applied the principles of high impact, value creating selling to our … [Read more...]
Tag: Overcoming Crises
Managers, Our People Are Our Customers
So Now You Are A New Sales Manager, What’s Different? Posted on May, 2022
First, congratulations, your first job as a sales manager is a huge step forward … [Read more...]
Gaining Consensus, "Yes?" "Meh.." "No?" Posted on May, 2022
We know that complex B2B decisions are driven by consensus. The days of "the … [Read more...]
"People Buy From People....." Posted on May, 2022
I don't know how many times I've read this mantra about selling. I don't know … [Read more...]
Is Attrition/Turnover Inevitable? Posted on May, 2022
Every day it seems that I wake up to read new reports about work, the great … [Read more...]
Getting Commitments.... Posted on April, 2022
All of us, as we develop as sales professionals, learn that we need to seek … [Read more...]
Order, Seller, Or Buyer Centric? Posted on April, 2022
Are you order, seller, or buyer centric? Sadly, too many are focused only on … [Read more...]
Objecting To Objections Posted on April, 2022
Lately, I've been watching some eLearning programs on objection handling. It … [Read more...]
Who Said No? Why? Posted on April, 2022
My friend Brian MacIver added a brilliant comment to my post "On Consensus … [Read more...]
Innovation And Change; How History Should Inform Us, Yet Not Constrain Us.... Posted on April, 2022
I've been involved in business, primarily customer facing or leadership roles, … [Read more...]
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