The Importance of Process (and it’s Not What You Think)

Funny little things set me to thinking. And usually about all things sales, or refereeing, or golfing, but, in this instance, it was sales… and sales process in particular. Recently, I was arriving in Bangalore for a session with a group of new hires. In any country...

The Importance of Continued Learning

There is a book that has been on my bookshelf for years. It gets pulled out numerous times every year and is as relevant and timely as it was when it was first published in 1989. That book is “The 7 Habits of Highly Effective People” by Stephen Covey. This was one of...

“We Treat Our People Better Than Anyone Else.”

“We treat our people better than anyone else.” This was a response received during an internal workshop 20 years ago and it has stayed with me ever since. The question was: “What makes us unique from our competition?” We, at the time, were in a highly competitive...

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...