Everyone needs coaching. I've spent a lot of time in this blog talking about … [Read more...]
Tag: Trust
Who's Coaching Our Customers?
Is Trust Sufficient? Posted on September, 2021
Colleen Francis is running a fascinating survey on LinkedIn. She's posed the … [Read more...]
Value Realization, Value Positioning, Value Creation Posted on September, 2021
As sales and marketing people, the concept of "Value Proposition" has become … [Read more...]
Creating Places Where People Want To Work Posted on August, 2021
A new word/concept is creeping into my vocabulary, "The Great Resignation." I … [Read more...]
"Selling Internally," Driving Transformation Posted on August, 2021
We tend to think differently about our behaviors in engaging customers and … [Read more...]
Do You (And Your Customer) Have A Real Deal? Posted on August, 2021
Probably one of the weakest areas of buying and selling I see is "qualifying." … [Read more...]
Situational Adaptability Posted on August, 2021
I got a prospecting call. We had actually arranged a conversation, the company … [Read more...]
Virtual Selling Is Not The Future Of Sales! Part 1 Posted on August, 2021
As we emerge from the pandemic, there are a lot of discussions about the future … [Read more...]
Do You Have A Brain Trust? Posted on August, 2021
Every two weeks, on Friday afternoon, I have a call with Brent. Once a month, … [Read more...]
Thinking About Objections Posted on June, 2021
Sales people have always had a bit of a weird mindset on objections. We do … [Read more...]
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