For those who have worked with me, you know the importance I hold Competency … [Read more...]
Tag: Rethinking Selling Skills
Recruiting? Do You Know What You Are Looking For?
"You Can't Handle The Truth.....!!!" Posted on August, 2023
One of my favorite movie scenes is Jack Nicholson's soliloquy in A Few Good Men … [Read more...]
Time Available For Selling Posted on May, 2023
We, our customers, colleagues, managers are time poor! In reality, we will … [Read more...]
Pipeline Management Posted on March, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in … [Read more...]
What If Buyers Were Better Buyers? Posted on November, 2022
Buyers struggle doing their "jobs" ......buying! We poor sellers struggle, if … [Read more...]
When The Going Gets Tough Posted on November, 2022
For the past several years, news gets tougher and tougher. First the pandemic, … [Read more...]
Is There A Selling Career Path? Posted on November, 2022
Recently, I had a fascinating conversation with a client. We talked about … [Read more...]
Should Sellers Do Their Own Research? Posted on October, 2022
I see a lot of discussions about "forcing sellers to waste selling time by doing … [Read more...]
"You Have To Make Your Number With Only 50% Of Your Current Prospecting Calls!" Posted on October, 2022
We know the incessant mantra around maximizing the number of calls we make every … [Read more...]
"This Is What We Do....." Posted on October, 2022
We all recognize this, "This is what we do....," or some variation of this … [Read more...]