Ask a sales person how they're measured, they quickly respond, "quota … [Read more...]
Tag: Trust
How Is Your Customer Measured?
Do You Trust Your People Enough To Let Them Think? Posted on October, 2013
It's odd, we interview people, anxious to hire the best and the brightest. … [Read more...]
I Want To Be Your Partner Posted on October, 2013
It seems every relationship is becoming a partnership. In every sales … [Read more...]
Leading By Example Posted on September, 2013
Every manager knows this, it's Leadership 101, we must Lead By Example. What … [Read more...]
"This Conversation Is Really About Me" Posted on September, 2013
The other day, I was speaking to a sales executive. We were talking about … [Read more...]
"Procurement Needs To Bring More To The Table Than Discounts" Posted on August, 2013
I can hear the cheers already, every sales professional reading this will … [Read more...]
Knowing More Than Our Customers Posted on August, 2013
I get disturbed by much of the hyperbole around Insight Selling and Teaching Our … [Read more...]
The Weaponization Of Social Media Posted on June, 2013
I just read Chris Brogan's piece, The Bare Truth About Social Media, a phrase … [Read more...]
Shallowness And Networking! Posted on June, 2013
It's clear we're in a frenzy of networking and connecting. There seems to be a … [Read more...]
"Hiding" Behind Social Selling Posted on June, 2013
The post, "What's All This About Social Selling," provoked a lot of reaction. … [Read more...]
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