VISIONARY THINKING
Tuesday, 7 Aug, 2007
VISIONARY THINKING

What happens when a visionary’s ideas go mainstream? What happens to the visionary?

Brian Tracy
Tuesday, 7 Aug, 2007
Brian Tracy

Brian Tracy is a smart, kind, sales guru who cares equally about both sellers and buyers.

It’s the Buying Decision, Stupid
Monday, 6 Aug, 2007
It’s the Buying Decision, Stupid

Understanding how buyers decide doesn’t close a sale. What does?

Sales Coaching: Choosing the right coach. Targeting the right outcome.
Wednesday, 18 Jul, 2007
Sales Coaching: Choosing the right coach. Targeting the right outcome.

I recently got a call from a young man whose boss suggested he find a sales coach, adding that he’d have to pay for it himself so that it would have value for him.
I have a few thoughts here:

Why is the manager delegating his/her responsibility for employee/salesperson success to an outsider who s/he doesn’t know […]

Unfair Practices/ATT
Friday, 13 Jul, 2007
Unfair Practices/ATT

Just got off the phone with AT&T after calling to change my address. As soon as the rep had me on the phone, she began reading a doc I had to agree to: in order for her to help me, I’d have to agree to hear about new AT&T products.

Coaching
Tuesday, 10 Jul, 2007
Coaching

Apparently coaching – which we used to call consulting – is now the new new thing. What’s amazing to me is how few people either get properly trained, or – if trained – really know what they are doing. How does a client choose one coach over another? How does s/he know when a coach […]