Flying home a couple of weeks ago, I was gazing out the window at the expanse of white clouds below the plane. We were almost ready to begin our descent and the pilot told us it was raining badly in Florida. But here we were still above the clouds and the sun was shining and…
DetailsI got a request from SalesAndServiceNews.com to answer a question sent in by a subscriber, where I am on the “expert” panel for that publication. The good questions always evoke interesting answers. I couldn’t resist sharing this one with you. Q. We’re stressed! As the manager, I feel overwhelmed. My reps feel it, too.…
DetailsThe topic of motivation came up recently with a client. Why? It’s a big topic; as everyone knows and there have been many experts weighing in on it for years, all so interesting. While I don’t consider myself an “expert” in anything, I do have a lot of experience in working with people and…
DetailsI talked with an old friend the other day and we got to reminiscing about a job we worked on together years ago. Because of some badly handled acquisitions where the cultures of the companies were not particularly considered before merging them together, this company had what we called “relationship issues.” When I think about…
DetailsIt’s the time of year when everyone’s thinking about romance. But did you ever think about how much “romance” is involved in building and sustaining customer relationships? I look at the sales and marketing process and it very much resembles the “courtship” we see in our early romantic endeavors. We put our best foot forward,…
DetailsIt’s the first full week of a brand New Year 2013. We greet each other with wishes that the year be “happy and healthy” and of course “prosperous”. Our minds turn to asking questions about how this year might be different than the last. At work we have new goals, new plans, new targets. In…
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