My friend Keenan was on one of his rants on LinkedIn. This particular rant was … [Read more...]
Tag: Trust
"My Outlook Is Money, And Money Is Money!"
What If We Start Designing Our Organizations For "A Players" Only? Posted on December, 2017
All of us, me included, tend to think of our organizations as mixes of A, B, C … [Read more...]
If People Buy From People, Why Are We Racing In The Opposite Direction? Posted on December, 2017
In complex B2B buying, I believe the old maxim, "People buy from people," is … [Read more...]
On Harassment Posted on December, 2017
For the last couple of months, as more and more cases of harassment are … [Read more...]
Nuance, So Subtle, We Often Miss It Posted on November, 2017
Nuance is important to our ability to connect with impact to our customers and … [Read more...]
Customers Are Choosing How To Invest Their Time, Is Investing In You Their Best Investment? Posted on September, 2017
The reality of our professional, business, (perhaps our personal lives), is that … [Read more...]
What Your Customer Doesn't Know Can Kill Them! Posted on September, 2017
There are few industries in the world that aren't being disrupted in some … [Read more...]
Our Value Creation Starts Within Our Own Company Posted on June, 2017
Recently, I wrote, "Sales People Don't Have The Time To Create Value With … [Read more...]
Sales People Don't Message, They Have Conversations Posted on April, 2017
I've spent the past couple of days at the TOPO Summit. It's become one of 3 … [Read more...]
Relationships Are Secondary To Sales Effectiveness Posted on April, 2017
I find myself in an unusual position. I've always been biased more to the … [Read more...]
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