Blogs and More

December 2, 2019

Customer Buying Journey: Simple Trumps Complex Part 2

In my last blog I highlighted some reasons that using a customer buying journey model for selling makes good sense. It’s simple.  It’s foundational.  It’s easy […]
November 25, 2019
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Customer Buying Journey: Simple Trumps Complex

I am blown away by the volume of sales advice available these days.  Sales training has become a cottage industry, thanks to many converging forces like […]
November 18, 2019

A Learning Culture for Sales

I want you to ask yourself this question at the end of each day this week. Did I do my best today to promote a learning […]
November 11, 2019
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Blindspots of Public Figures

Blindspots, ironically, don’t discriminate.  Smart people have them.  Affluent people have them.  Highly educated people have them. People in power have them.  Good people have them. […]
November 4, 2019

Using Customer Buying Journey to Make Better Sales Calls

Understanding your customer’s buying journey is not an exercise in pedagogy. It is practical and real.  It will help you be more effective in what you […]
October 28, 2019

Your Customer Buying Journey: Why it Matters

Do you sell the way your customers want to buy? Nine years ago Selling Power magazine held its Sales 2.0 Conference in San Francisco.  Speaker after […]
October 21, 2019

Blindspots Blog #5: Getting in Your Own Way

When you stop to think about the blindspots you might have, you’re obviously going to struggle to see something that you can’t see. Think of your […]
October 15, 2019

Everyone Has Blindspots

For the past several weeks since my new book Blindspots: The Hidden Killer of Sales Coaching was published, I’ve been on a tear spreading the word […]
October 7, 2019

Why You Have Blindspots

In my new book Blindspots: The Hidden Killer of Sales Coaching I suggest that something I call your blindspots is killing your coaching and leadership. In […]
October 3, 2019
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Your Blindspots Are Killing Your Coaching and Leadership

Your blindpots are killing you and everyone else. They’re killing your coaching and leadership. Blindspots are behaviors you exhibit, routinely, regularly, that prevent you from creating […]