A few years ago, I was talking to a sales manager. He was expressing some … [Read more...]
Tag: Trust
Our Customers Need To Do A Better Job Of Buying!
So Much Has Changed, So Much Is The Same Posted on August, 2010
This past week, in New York, I had the pleasure of having breakfast with Mack … [Read more...]
"How Can I Help You --- But First Let Me Tell You About Me" Posted on July, 2010
My friend, Ardath Albee, and I were commiserating the other day. We see so many … [Read more...]
Leaping To Solutions! Are We Solving The Right Problem? Posted on July, 2010
Sales people are trained to be problem solvers -- we ask questions, probe -- … [Read more...]
80% of Customer Satisfaction Is Meeting Your Commitments -- The Little One's. Posted on July, 2010
I'm sitting in my office--it's 97 degrees in the office, I'm fuming, it's been … [Read more...]
On Being Customer Centric Posted on July, 2010
Customer Centricity is a hot topic these days. I get on my soapbox on Customer … [Read more...]
Are You Selling Within Your Own Company? Posted on June, 2010
I'm constantly surprised by how poorly many sales people communicate within … [Read more...]
What Happened To The Conversation? Posted on June, 2010
This morning, I was out for my morning run around the lake. Up ahead, I saw a … [Read more...]
Call Avoidance Posted on June, 2010
I've fallen into a trap, it seems my preferred mode of communication is becoming … [Read more...]
Would You Trust This Man? Would You Trust His Company? Posted on June, 2010
For the past several weeks, there has been an interesting saga going on in the … [Read more...]
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