When I ask a server what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the server also says that one is good, I switch my approach and ask,...
Coaching, especially in sales, is a cornerstone of effective leadership. I’ve long believed that coaching is an indispensable tool for driving success. Whether you’re leading a sales organization or managing any group of professionals, robust coaching strategies can...
In spite of, or because of, large buying committees, access to information, and strong referrals, buyers are still struggling to make the right choice in their buying decisions. In today’s hyper focus on budget and expenses organizations are taking more...
Getting better at something is hard. Really, really, freaking hard. You can’t do it playing on the surface. You can’t do it without digging deep, challenging yourself, and letting others push you. A couple years ago I was on site with a client, meeting with the sales...
As a buyer, have you been in a sales call where a seller keeps asking you what you want but you realize you’re not totally sure? I found myself in this situation way back when I decided to release the audio version of Not Taught. The owner of one recording studio...
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