My friend Rene Voorhorst and I were having one of our periodic conversations. … [Read more...]
Tag: Trust
"Who Do You Work For?"
Salespeople, The Help You Are Giving Your Customers Isn't Very Helpful! Posted on November, 2021
Hopefully, most sales people recognize they create more value when they are … [Read more...]
Do We Really Want Our Sales People To Be Value Creators? Posted on November, 2021
In complex B2B buying, it's popular to talk about being consultative and/or … [Read more...]
We're All Flawed.... Posted on October, 2021
I was struck by a comment presidential historian Michael Beschloss made about … [Read more...]
The Customer Is NOT Always Right! Posted on October, 2021
For decades, there's the image of the "customer is always right." Sales people … [Read more...]
The Great Reinvention! Posted on October, 2021
There's a lot of talk about the Great Resignation. Partly, a result of the … [Read more...]
The Ossification Of Selling Posted on October, 2021
I just completed a post on the "Ossification Of Selling." It was finished, I … [Read more...]
Tired Selling Advice Posted on October, 2021
Even "sales gurus" get it wrong. I was reading an article entitled "15 Rules Of … [Read more...]
The Future Of Work Is About More Than Work! Posted on October, 2021
We are facing, possibly, the greatest transformation in the nature of work since … [Read more...]
The Problem With The Data.... Posted on October, 2021
Data has always been a little problematic. Too often, we find the data that … [Read more...]
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