Mar 29, 2015 | Uncategorized
Where do you find wisdom? Through a Google search? In a book? I conducted a Google search for wisdom because that is where most people these days try to find things. The top results listed wikipedia and several on-line dictionaries with the definition for the word...
Mar 29, 2015 | Uncategorized
We spent a lot of time with my mother’s best friend Jackie when I was growing up. I always looked up to her and loved her vocabulary. On one occasion, Jackie told me that I was a true instigator. I asked her what that meant and she told me to get the dictionary...
Mar 29, 2015 | Uncategorized
Strategic selling is like a complex symphony. And the conductor of the orchestra is the sales rep. There are various inflection points in a complex sales cycle and good sales reps understand when they need introduce the appropriate “instruments” within...
Mar 29, 2015 | Uncategorized
What is discovery? How does it fit in to an enterprise sales process? Why is it important? The answers are best told through a real world story. I was providing sales advisory services to a large software company that had cobbled together a “suite”...
