Businesses don’t make decisions people do, and people make business decisions for personal reasons. Personal and professional credibility is at the core of addressing the personal reasons that drive decision-makers to choose you over your competition. Do three things to earn personal and professional...
No matter the strength of customer relationships, there will always be times when decision-makers are uncomfortable or unhappy about how things are going. Their unhappiness can be specific or just general discomfort. Sometimes, they just need to vent....
“Treat everyone like a customer because you may need their help someday and everyone wins when they want to help you.” Lew Platt, former CEO, Hewlett-Packard...
Walk into any established enterprise or entrepreneurial venture and you’ll feel the energy focused on getting ready to sell. Often less apparent is the most important part of sales readiness—getting ready to win....
The Five Abilities® makes the list of Top 50 must-read blogs on Consultative Selling for the third consecutive year....
There are many jobs posted for business development managers but when you read the job description it’s clear that the employer intends to hire salespeople. We see titles like Life Advisor, Personal Banker, and Global Accounts Manager, but the job descriptions call out objectives for...
I enjoy working with startups and small businesses. Their necessary focus on immediate action and results makes it rewarding. Interestingly, I often discover the companies with growth challenges, have nobody who is their proud seller. Why is that?...
