Becoming a strategic and consultative Sales Superstar requires significant changes in your “world view” - how you think about yourself, and how you think about your relationships with key stakeholders: These new ways of thinking probably directly challenge what you have been taught and believe. When faced with significant innovations in … Read More...
Developing a conscious understanding of a giving and sharing strategy can take some time and some practice. In her book “How to Master Networking” Robyn Henderson calls this process earning the right to ask a favor of another person, or giving without hooks. Both of these statements imply two processes that operate pretty much at the […] Read more...
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“Commercial promiscuity?” Our almost indecent obsession with spending most (probably 80%) of our available selling time hunting down new, more exciting opportunities at the expense of our very loyal existing customers/clients… These are the same customers who were themselves once new and “sexy” prospects, enticing us to invest considerable time and money at the … Read More
“Journey Sales Lead Us Into Smart Rooms” Jonathan Farrington interviews Bill Butler CEO & Co-Founder of Journey Sales, who eloquently describes the reasons why his company created Smart Rooms: “The primary design goals of the Smart Room, and the reason we started Journey Sales, is to build a tool for the Sales Rep to help […] Listen Here