Stop Selling! Start Building Trust First!
There used to be a time when Brand Principals were King (they still are in certain industries). Product training was almost defacto...
Sales Conversation Framework : Part 4 - Why Again?
This week, we conclude with our final installment of a series that covers the Sales Conversation Framework. We had started the series...
Sales Conversation Framework : Part 3 - Why Trust?
This is the third installment of a series that covering the Sales Conversation Framework. We have provided justifications and examples relat
Sales Conversation Framework : Part 2 - Why Us and Why Now?
Last week, we touched on the 3 tiers of questions within the "Why Change" category. This set of discovery questions not only allow us to...
Sales Conversation Framework : Part 1 - Why Change?
Last week, we introduced a Sales Conversation Framework, as seen below. We also explained the importance of delivering value in sales engage
Are You Making People Think With Your Questions - A Framework
We are living in a transformative period where everything is changing so fast, including the dynamics of the market, the way we do business
6 Steps to Being A Cloud-Ready Partner
In the last 3 weeks, we have discussed topics surrounding the explosion of Digital and how real the situation really is. Digital is upon us
Traditional vs Cloud Channel Partners
I was recently invited to speak in a Cloud event with a local distributor in Singapore. The intent of the event is to educate channel partne
