It's hard to practice what we preach. In honesty, sometimes, I want to just … [Read more...]
Tag: Trust
Do As I Say, Not As I Do
The Evolving Role Of The Sales Professional---The Sales Person As Diagnostician Posted on September, 2009
We all know the role of sales professionals is changing. The sales person used … [Read more...]
We Want Your Feedback! Posted on September, 2009
Yesterday, I got an email from a service provider for a Sales 2.0 tool that I … [Read more...]
Scaring Customers Spitless -- Does This Build Respect and Trust? Posted on August, 2009
Geoffrey James has generated a lot of interesting reactions with his article, To … [Read more...]
Provocative Selling -- The "Shock And Awe" Of Selling? Posted on August, 2009
I just read To Sell More, Scare Customer Spitless by Geoffrey James at BNET. … [Read more...]
Firing Top But Toxic Performers -- Additional Thoughts Posted on August, 2009
A few weeks ago, I posted Would You Fire Your Top Sales Performer. It's … [Read more...]
Creating "Thick" Value Posted on August, 2009
One of my constant themes is on creating real value for your customers. I just … [Read more...]
Have You Earned The Right To Engage In Consultative Selling? Posted on July, 2009
Twice over the past week, I have been involved in some interesting conversations … [Read more...]
How We Express Ourselves, Our Words Count! Posted on May, 2009
Any of you who have followed me know that one of my soapboxes is raising the … [Read more...]
Leadership and Narcissism Posted on May, 2009
Narcissistic Leaders, we've seen too many of them. In good times, their visions … [Read more...]