So I am flying back from Jacksonville, Florida. Tired. It had been three days of working with about 100 leaders at a conference. So it was a “good …
Why You Are Looking For Value In The Wrong Places
Early in my sales coaching career I was shocked to see so many sales professionals never attempt to sell based on value. Sure they may have used words like …
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How To Slow Down Your Customer And Get Your Message Heard
I was working with a Pharmaceutical Sales Consultant recently who I asked, "What's the biggest challenge you face?" The answer she gave me both surprised me and …
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Where Does the Name White Rabbit Come From?
Does it come from The Matrix, you know, where Neo is told to “follow the white rabbit”? Or is it from the Jefferson Airplane song “White …
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