Recently, a number of people have asked me my thoughts on closing skills. I … [Read more...]
Insight, The Convergence Of Strategies
Insight has become the buzzword for engaging today's buyers. We are supposed to … [Read more...]
What’s The ROI Of Stupidity?
I wrote, How Can We Deliver Insights Without Critical Thinking Skills? Along … [Read more...]
On Being Present And Engaged
We struggle to catch our customers', our managers', our colleagues' attentions. … [Read more...]
How Can We Deliver Insights Without Critical Thinking Skills?
Both marketing and sales realize we need to change the conversation with … [Read more...]
Principles Of Sales, Part 2 — Value Is Exchanged
I wrote the Not So New Principles of Sales, where I identified the second not so … [Read more...]
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