It is difficult to see the advantage in every situation given the outbreak of the Coronavirus. However, an article in the Washington Post provides a new perspective on how roadblocks test your journey to success. The article states that in 1665, the infamous Bubonic Plague created the need for people to work from home. Isaac […]
I overheard two salespeople talking in the Delta Sky Club last week. First salesperson: “It’s Thanksgiving now. The selling year is over.” Second salesperson: “Yeah. With the holidays, we won’t be closing deals ‘til January.” But just a year ago a company projected it would end the year 12% short of target. The President set […]
Selling today is more like Improv than the old pitch-and-close message delivery of the past. Nobody wants to be “shot” by a hunter-salesperson, or “harvested” by a farmer. Executives want a conversation where they are listened to, and the other person builds on what they say and offers new ways to think about their situation. […]
