John Gardner's outstanding book, "EXCELLENCE," published in 1961 has one line … [Read more...]
How Do We Broaden Our Thinking About Our Deal Strategies?
This morning, I was conducting a deal review with a very experienced sales … [Read more...]
Time, Our Scarcest Resource
We all know the single thing we cannot recover is time. Once it's passed, we … [Read more...]
The “Last Mile” In Selling
In the old days of telecom, the days when telecom was dominated by landlines, … [Read more...]
Our Customers Are Doing Their Homework
Every three years, I go through the same cycle. My car lease comes to an end. … [Read more...]
Drowning In Information, But Where’s The Knowledge Or Insight
Those of you who know or follow me know I'm an information junkie. My Evernote … [Read more...]
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