There are too many managers who "lead" from behind a desk. Here's how to … [Read more...]
Tag: Problem Solving
Leading From Behind A Desk
I Fired A Customer This Week Posted on May, 2014
Like any sales/business professional, our customers are very dear to us. We … [Read more...]
Insight, Triggers, And Connecting The Dots Posted on May, 2014
Top performing executives, business development, and sales professionals have an … [Read more...]
When Will We Stop Talking About The Technology? Posted on April, 2014
It seems virtually every discussion I get into about advances in sales, … [Read more...]
Confusing Wants And Needs Posted on April, 2014
Too often, both we sales people and our customers confuse wants and needs. They … [Read more...]
Working Hard Posted on April, 2014
I meet thousands of sales people a year. Most of them really care about the job … [Read more...]
How Do They Buy? Posted on April, 2014
I write constantly about the buying process, understanding how customers buy, … [Read more...]
Proving That Math Works Posted on April, 2014
Every week I sit in reviews of all types. It may be a corporation or start-up's … [Read more...]
Salesperson As Entrepreneur Posted on April, 2014
When you think about it, sales people have an awesome amount of freedom--but … [Read more...]
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]