Recently, I've been having a number of conversations about Mindset. I've been … [Read more...]
Tag: Problem Solving
Is Your Mindset Limiting You?
Do We Set Our People Up For Failure? Posted on March, 2016
I'm pretty tough on sales people. You've read my endless rants about bad … [Read more...]
"No Decision Made," Are You The Problem? Posted on March, 2016
Depending on the research, No Decision Made (NDM) represents a huge percent of … [Read more...]
Can You Change Your Customer? Can You Change Yourself? Posted on March, 2016
Once we eliminate all the fancy words and hand waving, sales is about getting … [Read more...]
When Prospects Don't Follow The Script Posted on March, 2016
I have a confession. For some reason, I take perverse pleasure in taking sales … [Read more...]
"Good Enough" Should Never Be "Good Enough" Posted on March, 2016
I've been involved in a fascinating conversation with Greg Michaels. He wrote a … [Read more...]
Does Your View Of Value Limit You And Your Customers? Posted on March, 2016
Value is one of those $25 words everyone talks about. We all want to talk about … [Read more...]
The Brave New World Of Buying Automation Posted on February, 2016
There was a hilarious article in the New York Times, A Robot That Has Fun At … [Read more...]
Why The "Why" Is Important Posted on February, 2016
As sales people, we know the “why” is very important in probing our customers. … [Read more...]
It's Really Not About The Buying Process Posted on February, 2016
As sales professionals (marketing too), for years we've always been pretty self … [Read more...]
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