Sales people, and I suppose practitioners in other fields, spend a lot of time, money and effort looking for the “right way” to do things. Many work for organizations that support them in this, some financially, some through process. But I sometimes believe and tell them that perhaps they are focusing on the wrong thing, [...]
There are some old sayings that people use not because they are always true, but “they seem to fit”, you know “saving the best for last”, or “last but not least”, well today as we wrap up our BANTER series, it is entirely true that we saved the best for the last instalment. BANTER again [...]
The Active Coach
Last week in our monthly newsletter, we published a piece on activity that featured a discussion on the need to plan and understand the level of activity needed to deliver against goal. We even included a link to a calculator to help readers figure out the exact levels of specific activities.
In that article [...]
I had a great time at the Sales 2.0 Conference in San Francisco earlier this week. In a lot of ways it reminded me of my high school friend’s father, he was a nice enough guy, but he had a thing for the song from Casablanca “As time goes by”. He would collect as many [...]
Respect Your Client More By Fully Valuing Yourself
I use used to work for a guy who would always remind the team that there was a big difference between servicing your client and being your clients servant. Sadly, many sales people all too often blur the line or ignore the line and fail to deal with [...]
