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From the blog...

Fear of sales.

Five Reasons Why Sales and CEOs Clash

As they grow and hire sales people, many CEOs become fearful of their sales team. They don’t know how to manage them, don’t understand how ...

How to Get Your Green Light (and Stop the Fear)

In a recent article on Entrepreneur.com, Tom Black gave this piece of advice:  Understand the sales process. A sale happens, he says, when there’s a ...

Re-Post: Can You Deliver What You Sell?

For a long time, I’ve been exhorting clients to be certain that the sales team is selling what the operations or implementation team plans to ...

The Sunday Show–Fighting Barnacles (Don’t Let Them Drag You Down)

The Sunday Show for today features one of my all-time favorite podcasts–Fighting Barnacles.  I always take a positive view of change, and I tend to ...
Fear of sales.

Fear: The Buyers’ Emotion

Often you and the whole team are totally focused on the great advantages that you provide with your products and services. You consistently make a ...

Killer Whales

I get this question a lot:  “What do you do if you land a whale and they treat you badly–like implementing a 90 – 120 days ...