In the past month, I've written some articles on Relationships and Partnering: … [Read more...]
Category: Transformation
Relationships And Partnerships
How Well Do You Understand Your Customer's Business?  Posted on August, 2011  
We know our products, our competition, our companies well. But this isn't what … [Read more...]
Selling Is The Easy Part, It's The Buying That's Difficult  Posted on August, 2011  
I was reviewing a sales situation with a client. He knew exactly what he needed … [Read more...]
How Do All The Pieces Fit Together?  Posted on August, 2011  
Over the past couple of weeks, I've had a number of conversations with very … [Read more...]
On Collaboration And Partnering  Posted on July, 2011  
More than ever before, collaboration and partnering are critical to business … [Read more...]
Competition Got You Down?  Posted on July, 2011  
Understanding our competition is critical to our success as sales people. Too … [Read more...]
Who Is Your Customer?  Posted on June, 2011  
On the surface, this may seem an obvious question. It's been one that has been … [Read more...]
Sales As A Special Case Of Project Management  Posted on June, 2011  
It seems all professions have their own languages, short hand, and ways of … [Read more...]
Sales Training--Sustained Performance Or The Sugar High?  Posted on June, 2011  
Every year, US companies invest $4-6 Billion in training (From a person who … [Read more...]
How Did You Arrive At This Perception Of Our Solution?  Posted on June, 2011  
It used to be that sales people were the principal source of information about … [Read more...]
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