Classics Never Really Get Old

Classics Never Really Get Old

Depending upon your interests, there are some ‘classics’ that everyone enjoys. If you’re into cars it might be the GT 500R Shelby Mustang. If music is your thing perhaps yours is Exile on Main Street by The Stones. Or it could be Casablanca if you’re a movie buff. For...
The Power of Incremental Improvements

The Power of Incremental Improvements

We at Visualize spend a lot of time working with individual contributors who have one major concern as it pertains to building a sustainable ‘practice.’ How do I improve every day and make my way towards becoming unconsciously competent? To translate, how do I build...
The Importance of Process (and it’s Not What You Think)

The Importance of Process (and it’s Not What You Think)

Funny little things set me to thinking. And usually about all things sales, or refereeing, or golfing, but, in this instance, it was sales… and sales process in particular. Recently, I was arriving in Bangalore for a session with a group of new hires. In any country...

The Importance of Continued Learning

There is a book that has been on my bookshelf for years. It gets pulled out numerous times every year and is as relevant and timely as it was when it was first published in 1989. That book is “The 7 Habits of Highly Effective People” by Stephen Covey. This was one of...

“We Treat Our People Better Than Anyone Else.”

“We treat our people better than anyone else.” This was a response received during an internal workshop 20 years ago and it has stayed with me ever since. The question was: “What makes us unique from our competition?” We, at the time, were in a highly competitive...

Two Lattes and an Order of Trust

We all have those acquaintances who invariably lead us to fascinating conversations. Recently, I was catching up with one of mine. While describing what we were both up to these days, I began articulating ValueSelling in more detail, explaining why the framework has...

Understand, Then be Understood

Who hasn’t been in a discussion with a client or prospect where, after 20 minutes, we find out they are well down the path and there is no need to continue the conversation? It can be incredibly frustrating to realize you’ve invested a lot of time you won’t get back....

Overheard at Lunch One Day

I was recently having lunch with a close friend and we were planning a future golf outing (should not be a surprise for anyone who knows me). As we discussed our plans, there were two sales reps sitting at the table next to us. They obviously didn’t realize how...

Play Ball

Now that baseball is in ‘full swing’ perhaps we can look to our nation’s pastime for some perspective on our sport – sales. In a sport where statistics run rampant there are a few traditional stats that can provide lessons for us all. Case in point: One of the...