There’s an Oxel tree standing beside an ancient fisherman’s shack on the Swedish island of Gotland. Although the shack is just a single … [Read more...] about How to make your sales process as compelling as a tree
This is why some B2B customers are still buying in the current climate
There’s no doubt that the vast majority - if not all - of discretionary, could-put-it-off until later B2B purchases are being deferred in the … [Read more...] about This is why some B2B customers are still buying in the current climate
How and why fear is sabotaging your sales
Salespeople can be some of the most fearless people in the world. It takes guts to pick up the phone again after you’ve been told … [Read more...] about How and why fear is sabotaging your sales
Your competition isn’t who you think it is
I was involved in a discussion with a team on a very large opportunity. It seemed an inordinate part of the discussion focused on the competition. … [Read more...] about Your competition isn’t who you think it is
Why your technology-neutral message is the wrong one
“I don’t try to tell clients what technology they should be using. We work with whatever systems they currently have.” … [Read more...] about Why your technology-neutral message is the wrong one
5 tips for working from home when your head and heart are distracted
I spent the first six months of 2017 living in the hospital while my 5-year-old son, Ari, waited for, received, and rejected a heart transplant. … [Read more...] about 5 tips for working from home when your head and heart are distracted
