Paint the Picture

Assumptions can be a dangerous thing. I was in a preparing for a follow up sales call with marketing people at one of the premier health systems in the country. Both individuals were super sharp, knew their stuff and were particularly innovative. I knew this having sat in on their respective presentations at a conference […]

Make It Easy For Your Customer

As a professional salesperson, a big part of your job is to make things easy. Good sales execution is all about removing friction and difficulty and resistance. And there are plenty of all three when it involves making a purchasing decision. But decisions can be hard. Decisions mean change, upheaval, risk. There is the exposure, […]

Companies ≠ Customers

Just as you wouldn’t confuse your job with your career, don’t confuse companies and customers. You might have a list of companies that make up your territory, but it is always the people at these companies that buy. Here’s the simple math: Companies ≠ People Customers = People Over the course of your rich and […]