Every sales person (and business professional) knows the acronym WIIFM -- What's … [Read more...]
Top Sales Experts Interview
It was a great privilege to be interviewed by Maureen Blandford the other day … [Read more...]
Akamai Has It Right! Engage Customers In A Different Conversation
I've been fascinated by Paul Sagan's interview in Network World. I've written … [Read more...]
Moving Beyond Selling To Building Collaborative Relationships
I'm reading Price Waterhouse Coopers 12th Annual Global CEO Survey. It has a lot … [Read more...]
Getting Caught In A Lie — Why Do Sales People Do This?
I'm sitting in my office doing some work and the phone rings. In answering, some … [Read more...]
Is Everyone In The Same Boat, Rowing In The Same Direction?
So we've completed all the layoff's, we've re adjusted our strategies to … [Read more...]
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