I'm sorry if I'm starting to sound like a broken record, but I'm getting tired … [Read more...]
The Single Worst Thing A Sales Person Can Do
My friends at OpenView Labs asked for my views on "bashing" the competition. As … [Read more...]
Understanding The Other Side, The Value Of Skepticism
Would you trust your lawyer if she took everything at face value? I hope not. … [Read more...]
Moving From Value Creation To Value Co-Creation
As sales people we have been drilled and drilled in "Value Propositions." Over … [Read more...]
People Don’t Dislike Sales People, They Dislike Bad Selling!
People don't dislike sales people, they dislike bad selling! I wish I had said … [Read more...]
Getting Your People To Use The Skills And Knowledge They Already Have
I'm very fortunate to work with very talented sales executives and people. Most … [Read more...]
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