Monthly Archives: June 2012
Strategic Relationships
Relationships tend to be among those things we take for granted. We rarely consider them organizational or personal assets. But one could argue that they may be more worthwhile than those myriad of other things that we focus on. The … Continue reading
What if you could…
“What if you could…”—those are some of my favorite words in selling. I love using hypothetical statements to make my point—it tends to shift the focus from telling someone what I think they should do and allows them to join … Continue reading
Are you telling or selling?
When I read the title of the blog “Diversity Training Doesn’t Work”, I thought it might provide some tips that could help us improve our training programs. Instead, it provided some insight as to why our Thinking Like a Customer … Continue reading
Why Hiring the Best Isn’t Good Enough
You’ve just hired a top sales rep—one that shows real promise based on past results and seems to be a good fit for your team and your company. You’re probably feeling pretty good. And then the realization hits you—even a … Continue reading
