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Leveraging Technology – Our New Normal
Last week’s activities for me included several virtual meetings and a training workshop for (27) new associates, scattered across Asia, working from home. Virtual Instructor Led Training (VILT) has been a reasonable option for a very long time; however, our current...
Selling in Turbulent times
The more things change, the more they stay the same This article was co-written with Carlos Nouche. These are unprecedented times for all of us regardless of region, industry, role or age. However, for many of us, we have experienced crises before –...
What’s The Best Sales Advice Or Training You’ve Ever Gotten, And Still Use?
The one thing I’ve learned that I use every minute of every day is that to be successful in sales the seller must understand and align themselves with their buyer’s view of the world. What problems is the buyer trying to solve and why? How does the buyer envision...
It’s Not About You…It’s About Your Customer
It’s not about you…really! I’m sure you’ve heard it said in many different ways: “You were given 2 ears and 1 mouth…use them proportionately” “You never learn anything by talking” “Most people listen with the intent to respond…not with the intent to understand” So, we...
January as a Spectator Sport
I was reading an article that pointed to research showing that 80% of us fail to keep our resolutions by February… the promise of change, the promise of renewal, the promise of hitting our sales targets, the promise of… well does it really matter what the promise is?...
You Can’t Game the System
In a recent post on his blog, Seth Godin compared ‘hacks' and scientific experiments to one another. He explained that hacks are focused only on the outcome of a scenario, while anyone searching for fairness and utility rely on a process. And, that reliable process...