"The beatings will continue until you get is right!" OK, so I've taken a bit of … [Read more...]
Tag: Trust
Principles, Not Policies Drive Performance Effectiveness
Persuasion And Communication Posted on December, 2012
You can't be a great sales professional--or even a great leader without the … [Read more...]
People Don't Dislike Sales People, They Dislike Bad Selling! Posted on November, 2012
People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]
Our People Are Not Commodities, They Are Our Differentiation! Posted on October, 2012
Unfortunately, too often the people in organizations are treated as … [Read more...]
It's Not The Commitments We Make, It's Those That We Keep Posted on October, 2012
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
"I Don't Know What You Do, But I Know What You Need To Do!" Posted on August, 2012
We know we have to challenge our customers to think differently, that we have to … [Read more...]
Consultative Selling--We See Great Examples Everywhere Posted on July, 2012
As people, particularly we consultants, are prone to do, we make things more … [Read more...]
One Size Does Not Fit All Posted on July, 2012
I wrote about "The End Of Solution Selling" the other day. There's a rich … [Read more...]
Adding Value--Selling To The Professional Buyer Posted on July, 2012
Somehow, we think selling to Buying (Procurement and Sourcing) professionals … [Read more...]
"Well It Worked, Didn't It?" Posted on June, 2012
I'm constantly amazed by the misrepresentations, lies, and trickery sales people … [Read more...]
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