There's the old children's song, "The Skeleton Dance." It starts with "the foot … [Read more...]
Tag: Sales Process
"The Foot Bone Connected To The Leg Bone, The Leg Bone Connected To......"
Sales Management, We Understand The Pieces/Parts, But Not The Whole Posted on September, 2022
I'm continuing my series on the importance of understanding selling as a complex … [Read more...]
Do Sellers Really Understand How Businesses Work? Posted on September, 2022
I've been reflecting on projects I've been helping clients with over the past … [Read more...]
Business Relevance Posted on September, 2022
Today, I had the pleasure of working with the students of Howard Dover's UTD … [Read more...]
What Is "Value Creation?" Posted on August, 2022
We know that we are supposed to create value with our customers through their … [Read more...]
Using What You Sell..... Posted on August, 2022
Some years ago, I was responsible for leading sales/marketing for IBM's … [Read more...]
Purposefulness And Focus In Selling Posted on August, 2022
Too often, we seem to be wandering, aimlessly, in our understanding of what our … [Read more...]
"Sales Are Math," Selling Isn't! Posted on August, 2022
I recently read a LinkedIn post, one of the statements was, "Sales are math." … [Read more...]
The Importance Of "Flow" In Selling Posted on August, 2022
For several years, I've been a struggling student of Tai Chi. There is such … [Read more...]
What We Lose In Our Focus On Tactics..... Posted on August, 2022
My social feeds are filled with advice and tips proclaiming, "If you just do … [Read more...]
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