It’s critical that we understand the practice of RELIABILITY as it regards sales specifically and business in general, on our way to winning lifelong customers. It’s doubly crucial that we guard against the misconceptions that exist around this very important ability....
You’ve successfully delivered your 30-second value proposition. Your customer has a suspicion of value and they’ve asked to know more. It didn’t happen in a formal meeting – of course. It happened at a tradeshow, a social event, a meeting on another topic, or a...
Last weekend, my wife and I had a great time seeing Harry Connick Jr. in concert at Chateau Ste Michelle Winery – a wonderful outdoor venue. We couldn’t get side-by-side seating so we had seats one in front of the other. The couple to my...
We were approaching an important product launch that we hoped would address customer issues created by our current product. We had identified key customers who we needed to win before the launch in order for us to start with momentum. One of those customers was...
