The value of being able to clearly identify and own the present position of a sales opportunity cannot be underestimated.
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If you have trained yourself to be a skilled listener, you have perfected the one talent that will save you.
With the plethora of Internet product reviews and other online sources of product information, salespeople’s roles as valued dispensers of hard-to-access information is gone.
The rise of Dental Support Organizations (DSOs) and large group practices has tilted the balance of power in the supplier/buyer relationship.
An iconic picture: Tiger Woods, squatted on the green, both hands up to the sides of his forehead, all distraction blocked out, staring at the hole, the ball, the hole, the ball, the hole. Totally focused. The picture of focus.
You may have seen this meme going around LinkedIn a few months ago: "Your smile is your logo, your personality is your business card, how you leave others feeling after an experience with you becomes your trademark."
In this column, I'm going to keep the positivity vibe going but extend it even further.
Years ago, I worked for the Marriott Corp. The VP of my division was successful within the company and a mover in the Washington, D.C., political circle. Two years into my employment, he approached me and offered, "Joe, stick with me and …
Lately I've noticed an uptick in people conducting "JOT" sessions and almost all of my clients wanting to focus on the "One Thing" that they have determined to be most important.
People are complex creatures, and to view them through a single lens is overly limiting and ultimately self-defeating.