Sales people are notoriously bad at writing things down and documenting things. … [Read more...]
A Different Take On Challenging Conversations
I've been writing a lot about changing the conversation, about challenging our … [Read more...]
What If We’re Not Important? Part 2
As I mentioned in the previous, What If We're Not Important post, it's always … [Read more...]
What If We’re Not Important?
It's difficult to imagine what we sell might be unimportant. It's important to … [Read more...]
Performance Management Friday — Abandoned Deals
Last week, I talked about the importance of Win Loss Analysis. No one … [Read more...]
What Happens When The Customer Doesn’t Raise His Hand?
There has been an important revolution in marketing thinking over the past … [Read more...]
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