I am truly optimistic that 2021 is going to unleash a lot of pent-up demand, particularly in the last two quarters. That said, so much is changing relative to selling with more remote meetings, less travel and less… Read More
People have been asking me if selling through relationships is becoming less important in the age of remote communication. I would argue that the remote revolution is serving up the opportunity of a lifetime for salespeople who take… Read More
I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.”
People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something… Read More
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