Dec 17, 2020
In most organizations, sales managers are the essential bridge between the company’s sales goals and the realization of those goals.
It’s an incredibly important and difficult job. Unfortunately, it is often the most under-trained job in the entire organization.
As a long-time consultant...
Dec 10, 2020
In this rapidly changing economy, everyone is looking for a simple fix to dealing with the uncertainty of our economic environment. It seems like few are happy with their situations. And all but a few point their fingers at the changing economy and vibrant competitive environment as the source of their...
Dec 3, 2020
Remember President George H. Bush’s program to identify and recognize individual Americans who were outstanding in their fields, or who completed acts of bravery or selflessness, and in so doing, brightened the lives of those around them? It was called a thousand points of light. The idea was that one person’s...
Nov 26, 2020
If we chose to, we learn more from our failures than we do from our successes. Within every failure there is the seed of a lesson well learned, of a solid character trait emerging. It is our failures that contribute most intensely to our development. Let’s unpack this.
Nov 19, 2020
Q. How do I ensure that I get the last look in a competitive bid situation?
Q. Occasionally, customers may say they have seen or received a lower price for the same product in order to receive better pricing from us. How would you handle that type of call?
In this session, we're going to answer these two...