One of my favorite writers is John McPhee. Recently, I was rereading a short … [Read more...]
Tag: Trust
Person Or Personality?
Hanging Out With People Different From Me Posted on March, 2021
It's human nature to hang out people like us. Perhaps the people we are grow up … [Read more...]
"Doing More," Is Not A Growth Strategy! Neither Are Miracle Cures! Posted on March, 2021
As sales professionals, we are responsible for driving revenue growth for our … [Read more...]
Our Questions Are Important To Us, But Do They Get At What The Customer Needs To Express? Posted on March, 2021
The questions we ask shape the responses we get. Too often, our questions, … [Read more...]
Give Your People The Chance To Do Their Jobs! Posted on February, 2021
It's funny, every once in a while I find myself in similar conversations with … [Read more...]
Ban "Corporate Glamour Charts!" Posted on February, 2021
I was reviewing a presentation a client was preparing for a critical customer … [Read more...]
"One Size Fits All....." Posted on February, 2021
Each of our customers' strategies, goals, priorities, culture, and values are … [Read more...]
Making Sense Of Sensemaking Posted on February, 2021
I was speaking to a great group on Sensemaking today (Thanks Reggie and Tom for … [Read more...]
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Selling Is A Human Process, Part 2 Posted on January, 2021
A few days ago, I wrote, Selling Is A Human Process. It generated a lot of … [Read more...]
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