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Don’t You Realize Selling Doesn’t Cause Buying?
Monday, 9 Aug, 2021
Don’t You Realize Selling Doesn’t Cause Buying?

Until relatively recently, the United States Post Office (USPO) was a universal communication hub. It

Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving
Monday, 26 Jul, 2021
Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving

When I asked a clerk at Walmart recently if I needed to wear a mask to enter, he responded: “Do whatever you

How, Why, and When Buyers Buy
Monday, 12 Jul, 2021
How, Why, and When Buyers Buy

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously?

Prospects Aren’t Always Prospects
Monday, 24 May, 2021
Prospects Aren’t Always Prospects

As sellers, we’ve been taught that someone with a need for our solution is a prospect. But that’s not true or we’d be closing a lot more business

Let’s Talk About Sales
Monday, 26 Apr, 2021
Let’s Talk About Sales

Ever since the serpent convinced Eve to eat the apple there’s been someone trying to sell something. The original idea was fairly simple: find folks with a problem, then create and

Thank You. We Appreciate You: a case study in caring for employees
Monday, 19 Apr, 2021
Thank You. We Appreciate You: a case study in caring for employees

Early this morning I went to my favorite ‘big box’ supermarket, WinCo. If you’re