Recent Blog Posts
Wants vs Needs? Dylan and the Stones Weigh in on SalesJuly 24, 2017 - 6:01 amShould you sell to someone’s wants, or to someone’s needs? It’s a much-discussed topic in sales. Some say you should sell to wants, not needs. Others say exactly the opposite. And some say you should sell to both. Clearly the case cries out for a good definition. I checked in with the well-known sales consulting […]
The Antidote to ResentmentJuly 17, 2017 - 6:00 amA lot of time is wasted debating the relative merits of “hard” and “soft” skills. The right response is almost always “both,” and “it depends.” I want to focus here on the “both” part. There is a growing belief – particularly in tech and in consultative professions (and everything is becoming both tech and consultative) […]