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Recently I was working with a company’s executive team in reviewing the progress we had made together in solving a longstanding, difficult problem that had stunted their growth for years and slowed their momentum. It was rewarding to see their excitement as we reviewed the results of our efforts together. It was a good team…Read More
I don’t like emails! Thought I’d get that out on the front end so there’s no mystery as to where I am heading. Now you’re wondering what in the world has happened. What did he do wrong? What caused such a negative reaction to something as simple, routine and harmless as email? Well, actually it’s…Read More
I have been doing a lot of traveling during the last two months. In spite of Chicago’s brutal weather and some minor inconveniences, my flights and hotel reservations have gone remarkably smoothly and I have experienced a high level of customer service. I had, however, an out-of-the-ordinary encounter at my hotel last week. It was…Read More
In today’s environment we have to stop acting and looking like beggars with briefcases and begin to recognize that the name of the game in 2010 is taking business away from our competitors. Let the others wrestle it out at the procurement department and with the low-level influencers. In today’s environment, the best salespeople call…Read More
If your sales objective is to make the sale regardless, get the biggest order possible and structure the best deal for your company, then your entire focus is really on you. Many salespeople will say and do almost anything to make the sale. Too few will take the time to fully understand the prospect’s real needs…Read More
What happens the first time you try a new selling or management technique? It’s usually uncomfortable and doesn’t go as smoothly as it did in the class/coaching session or how you imagined it would go. Often you come away feeling bad. There are physiological reasons for this discomfort and awkwardness. When you see or hear…Read More
The other day, people in the training center were discussing how they go about building trust. The group shared lots of ideas, and every idea they shared would probably do the trick. When all was said and done, we had a list of about twenty things people could do to build trust. Over time, doing…Read More