Too often, I'm in reviews with sales people whining, "The customer is … [Read more...]
Tag: Trust
Customers And Rational Behaviors
Customers Feel Value Posted on August, 2019
Scott Gillum and I were having one of our usual conversations, the marketing vs. … [Read more...]
Sales Is Simple, Buying Isn't! Posted on August, 2019
I succumbed to a certain amount of narcissism (as I often do) in my post: Sales … [Read more...]
Do We Need Sales People Any Longer? Posted on August, 2019
Recently, I was at a meeting hosted by my friends at Gartner. Scott Gillum made … [Read more...]
What Is Networking? Posted on July, 2019
In the "old days," networking seemed to be about meeting people, learning about … [Read more...]
"You're A Pain In The Ass! Thank You" Posted on July, 2019
We should all be fortunate enough to have a few people that are "pain's in the … [Read more...]
The Sales Person As "Contextualizer" Posted on July, 2019
Context is everything! Each of our customers is different, each company has … [Read more...]
Hiring For "Caring" Posted on July, 2019
My good friend, Buck McGugan, and I were having a conversation about sales … [Read more...]
"It's All About Execution," Easily Said Posted on June, 2019
I've been obsessed with failure recently. More specifically, I've been … [Read more...]
"Is It OK To Manipulate For Good Purposes?" Posted on May, 2019
James Muir published an outstanding post, "Is it ok to manipulate clients for … [Read more...]
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