In a recent Harvard Business Review article by J. Keenan, the relative importance of “likability” in the sales process was…
In a recent post published by makingthenumbers.com, author Jack Falvey suggests getting the business first, then dealing with the details.…
Too many selling presentations focus on “what we do or what we offer.” In other words, if we’re not careful,…
How often should / must we remind our customers of the value we bring to the table? Is a once-per-year…