Two Lattes and an Order of Trust

We all have those acquaintances who invariably lead us to fascinating conversations. Recently, I was catching up with one of mine. While describing what we were both up to these days, I began articulating ValueSelling in more detail, explaining why the framework has...

Understand, Then be Understood

Who hasn’t been in a discussion with a client or prospect where, after 20 minutes, we find out they are well down the path and there is no need to continue the conversation? It can be incredibly frustrating to realize you’ve invested a lot of time you won’t get back....

Overheard at Lunch One Day

I was recently having lunch with a close friend and we were planning a future golf outing (should not be a surprise for anyone who knows me). As we discussed our plans, there were two sales reps sitting at the table next to us. They obviously didn’t realize how...

Play Ball

Now that baseball is in ‘full swing’ perhaps we can look to our nation’s pastime for some perspective on our sport – sales. In a sport where statistics run rampant there are a few traditional stats that can provide lessons for us all. Case in point: One of the...