Blog Category // 2011

Manage the Fire Hose of Information for Your Clients

One of the many forces that has changed the way people and companies buy is the availability of information. There is more ...

Questions to ask during your year end review

It’s over. Next week, we start over. It’s a new game (or it could be, anyway), and a new season. Before we get started, how ...

Avoidance is not a relationship building strategy

You aren’t everyone’s cup of tea. There are some people with whom you just won’t click. And there are some people that are ...

Everyone deserves a good leader

Last week I had a lunch with a new salesperson. This is his first real job, and his first job in sales. I asked him about ...

Stay in control, Use your sales process And be flexible.

“You can’t succeed without following your sales process.”

My Extended Brain

We are all busier than we have ever been. We are being asked to produce greater results with fewer resources. We are also ...

Merry Christmas and Happy Holidays!

Merry Christmas and Happy Holidays!

Spend Time Seeking Opportunities than solving problems

File this under “staying out of operations.”

How to part as friends

A couple nights ago I was speaking to a friend on the telephone. She told me a story about a consultant that won a big ...

Extending the value of your relationships

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
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