On occasion, I’m asked how I come up with topics to write about for my blog or magazines. If you don’t do a lot of writing but …
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Status Quo is Your Biggest Competitor
When CEB reported that 57% of the buyer’s journey was happening without the engagement of sales, it led to the mistaken assumption …
Continue Reading about Status Quo is Your Biggest Competitor
Telling Isn't Selling
At lunch with a colleague last week, we chatted about how the sales people at his client account operate. Not surprisingly, it is …
What's the Purpose?
A simple question, I thought. I was wrong. I made a mistake. I apologized. Mistakes happen. It is inevitable. How you handle the …