What Socrates Can Teach Us About Sales

In Blog Posts by graz_admin

I often talk about the importance of having a conversation instead of a presentation when meeting with clients. This fact is lost on too many sales people and contributes to …

Why Expecting a “No” Can Lead to a “Yes”

In Blog Posts by graz_admin

http://www.thoughtleadersllc.com/2013/03/the-crazy-backward-sales-technique-that-will-make-you-rich/   What I like about this unorthodox approach is the change in perspective. The idea of seeking out rejections is so foreign to sales people that it certainly could …

How relationships can help you lead

In Blog Posts by graz_admin

http://blogs.hbr.org/cs/2013/03/what_losing_my_job_taught_me_a.html An attendee at one of my Client Relationship Mastery workshops asked if the steps that help form long term client relationships could also help in the job search process. …

Fortune 500 companies are not as social as you would expect

In Blog Posts by graz_admin

http://www.huffingtonpost.com/vala-afshar/the-top-social-cmos_b_2754385.html?utm_hp_ref=tw Author shows that relatively few of the Fortune 500 companies are embracing the need view business differently, not B2B, not B2C, but P2P (people to people). MIT study revealed …