One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real…Continue Reading
Selling well is a balance between conflict and collaboration. The more—and faster—you can move away from conflict and towards collaboration, the better. But conflict is built in.
Conflict at the Start
The conflict begins at the very onset of…Continue Reading
Thought One: Your Behavior Off the Field
The following is a true story. The names have been redacted to protect the guilty.
A salesperson that was working for me had a sales call across town. She was driving to the call, and the women driving…Continue Reading