Yesterday I had the privilege of spending a day with the founding team of one of … [Read more...]
Category: Performance
Category: Performance
Beginning, Finishing, The Space In Between
Losing The Negotiation Before It Starts! Posted on April, 2014
Sales people seem to be obsessed with negotiation. They read books, they take … [Read more...]
Inside Sales Is Only Great For Transactional Commoditized Products! Posted on April, 2014
Not long ago, I was meeting with the top management team of large organization. … [Read more...]
Scroll Factor And Problem Solving Posted on April, 2014
Email is such a powerful tool for communicating. Properly used, it can really … [Read more...]
Imagining Customer Conversations In 140..... Posted on April, 2014
It seems attention spans and communications are contracting and getting … [Read more...]
Just Solve The Damn Problem! Posted on April, 2014
I was oddly amused and somewhat saddened observing a situation from the … [Read more...]
"How Much Follow Up Is Too Much?" Posted on April, 2014
I just got a great question, "How much follow up is too much?" The sales person … [Read more...]
"Only The Paranoid Survive" Posted on April, 2014
"Only The Paranoid Survive" was written years ago by Andy Grove, then Chairman … [Read more...]
Late To The Party! Posted on March, 2014
Ever show up to a party late? Groups have formed, everyone's deeply engaged in … [Read more...]
"Everyone Has A Plan Until They Get Punched In The Face" Posted on March, 2014
I love this quote from Mike Tyson. Most sales people I speak with claim they … [Read more...]
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