The Trouble with Buying Processes
Too many business processes aim for predictive efficiency, and get ho-hum effectiveness.
LL Bean: Urban Myth or Rural Superstition?
Trusting people may be the best way to make them trustworthy; and it's a business model.
Free Medium Coffee and Warm Fuzzies
Sometimes "free" can be the beginning of good customer relationship.
The Curious Case of Curiosity in Selling
It may be that simple curiosity is the single biggest success factor in sales--if you think about it rightly.
The Silver Lining in the Recession Cloud: a Shift Toward the Customer
The economy has a silver lining - greater customer focus. Will it last?
Selling Problem Solving by Solving Problems
Selling by doing beats selling by telling any day.
Listening for Litigators
Can the quintessential adversarial role also be a venue for forming relationships?
The Etiquette of Selling
In selling, as in all relationships, there are steps that must be done in the right time and sequence. Violate them and you lose the relationship, or the sale.
A Contender for Worst Business Advice of 2008
A business blog advises lying to and keeping secrets from your clients. Umm--I don't think so.
Trust-based Selling in the Real World: Bruce Abbott
A fine-woods carving shop in San Francisco shows us how to be successful using trust principles.