Why is failure so often a surprise? Why are we often shocked and/or unable to explain what happened to our plan? Why are we so overconfident? In love, it happens more than half the time: Most relationships where we thought we had “the one” don’t end in marriage, and half of marriages end in divorce. […]
Category Archives: Uncategorized
04
Apr
Apr
True story: I just took my kids to Florida for spring break. We were gone for a whole week, which included five weekdays. And Monday through Friday, I worked. And I’m not sorry. Now, it’s not like I neglected my children and spent the vacation with a phone glued to my face (or thumbs). On […]
12
Sep
Sep
When I started hiring and training salespeople twenty years ago, the profile was salespeople with “drive,” “closers.” “Go-getters” who are “aggressive.” Then the psychologists got involved and replaced those dinosaur words with more evolved, academic terms like extroversion, ego drive, and perseverance. I have just worked with a client whose hiring profile included these very […]
Love and Selling, Relationships Sales, Sales Relationships, Uncategorized
Can You Really “Build Walls” Around Your Customers?
05
Sep
Sep
#2 in a series: From “Love and Selling”: In business, love is often thicker than water. When customers love their sellers, personal loyalty often trumps loyalty to a product or service. They justify emotional decisions with logic and data. They even put vendors through empty RFP processes where the decision has already been made . […]