The economy is picking up. I can tell because clients are starting to get bought or are buying other companies and these are typically for […]
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Resources To Help You
Weekly Tip: My Best Customer Just Re-Organized, Now What?
It happens all the time…your best customer goes through a significant change in its structure and you lose supporters. The mechanism can be acquisition, merger, […]
Weekly Tip: The Power of Back Channels
Political negotiators have known the power of back channels forever. These are people with whom unofficial communication can be routed between two negotiating parties […]
Weekly Tip: The Pendulum Has Swung Away from Price
I spent some time recently looking at the data from my friends at SalesForensics’s most recent report on the buying thought processes and selling practices […]
7 Expert Tips for Better Conversations
When you mention the qualities you look for in great salespeople, it’s nearly a given that the gift of gab is near the top of […]
4 Unexpected (and Easy) Ways to Build Resilience
Recently I spoke with author and sports psychology coach Dr. Rob Bell. In Bell’s new book, The Hinge: The Importance of Mental Toughness, he gathers stories […]
Weekly Tip: Chefs Eat Their Own Food
Would you eat at a restaurant that the chef of the restaurant didn’t? Of course not! I expect the chef to know where the ingredients […]
5 Steps to Solid Strategic Planning
I recently had the pleasure of speaking with John Myrna about his new book The Chemistry of Strategy. We discussed what it means to have […]
5 Steps to Strategic Planning
I recently had the pleasure of speaking with John Myrna about his new book The Chemistry of Strategy. We discussed what it means to have […]
Weekly Tip: There is No “HOLD” Button for the Sales Pipeline
The world went crazy again- I feel like Han Solo in the Star Wars movie when he says, “I’m out of things for a little […]
Weekly Tip: A Work at Home Day
The newest CEO of Yahoo, Marissa Mayer, stopped the long time practice of employees working from home within a few months of joining the […]
Weekly Tip: Secret trust-breakers that are giving your competitors an advantage
Integrity in the world of business starts with just simply doing what you say you will do. If you have a good customer relationship, […]
