Surveys are and should be a powerful way of getting feedback. Properly used, … [Read more...]
It’s Not The Commitments We Make, It’s Those That We Keep
Sales people are always making commitments. "We can solve your problems!" "We … [Read more...]
Old Dogs Can Learn New Tricks! (Are The Pups’ Learning As Well?)
Continually learning and improving our skills is critical, regardless of how … [Read more...]
Making Progress, What Do We Talk About Next?
So you've finally qualified a deal, you have something real to compete for, an … [Read more...]
What Impressions Are You Creating?
My friend Bob Thompson of CustomerThink posed an interesting question the other … [Read more...]
Are False Positives Killing Your Sales?
A False Positive is a term used in medicine. Imagine some sort of test that … [Read more...]
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