Too often, when we look at high performance organizations or sellers, we tend to … [Read more...]
Tag: Trust
"It's The Way We Put It Together, That Sets Us Apart"
Our Fears Of Losing.... Posted on October, 2022
Classically, we tend to view winning and losing as two sides of the same coin. … [Read more...]
Seller Engagement, Are We Asking Ourselves The Right Questions? Posted on October, 2022
We are encountering unprecedented turnover, engagement, talent … [Read more...]
"Selling Would Be So Great If It Weren't For Those Friggin Customers!" Posted on September, 2022
I'm stunned by how many sellers hate their customers! Sit and talk with a group … [Read more...]
We Shouldn't Be Surprised By "Quiet Quitting" Posted on September, 2022
"Quiet quitting" isn't so quiet anymore. It, also, isn't that new. We've seen … [Read more...]
Customers And Sellers, Conflicting Systems Posted on September, 2022
I've been writing a series on the importance of systems thinking in buying and … [Read more...]
Business Relevance Posted on September, 2022
Today, I had the pleasure of working with the students of Howard Dover's UTD … [Read more...]
Collaborative Creativity Posted on August, 2022
I participate in lots of sales calls. Sometimes observing what's going on, … [Read more...]
What Is "Value Creation?" Posted on August, 2022
We know that we are supposed to create value with our customers through their … [Read more...]
Do You Believe In Your People, More Than They Believe In Themselves? Posted on August, 2022
A colleague and I were reflecting on past managers/mentors we each had over our … [Read more...]
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