A Great Opportunity for Today’s Sales Professionals July 16, 2020 pdonehue The biggest issue people in every organization face today is uncertainty, said speaker David Brock, founder and CEO of Partners… Continue Reading →
How to Make Your Value Prop Stronger! July 10, 2020 pdonehue T.M.I.? As we all know, the acronym stands for “too much information,” and is often used when someone over-shares things… Continue Reading →
Likability in Sales? March 30, 2019 pdonehue In a recent Harvard Business Review article by J. Keenan, the relative importance of “likability” in the sales process was… Continue Reading →
Get the Business First & Sell the Details Later November 22, 2017 pdonehue In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.… Continue Reading →
The Stars in Your Presentations? (No One Ever Really Needs a Shovel!) June 26, 2017 pdonehue Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,… Continue Reading →
Remind Me February 25, 2017 pdonehue How often should / must we remind our customers of the value we bring to the table? Is a once-per-year… Continue Reading →