Archive for November, 2010
To Live In Community Is To Be Vulnerable
Posted by Don F Perkins in Social Media on November 23, 2010
I grew up in a small town and I live in a small town. I’ll probably die in a small town, and that’s good enough for me. John Cougar When I was growing up I not only knew my neighbors, I knew most of the people in my town. Somehow as I became an adult, [...]
Finding Your Balance in a World of Extremes
Posted by Don F Perkins in Business Strategy on November 16, 2010
Tibor Shanto’s recent blog post on The Pipeline got me thinking about how our cultural norms shape our business practices. You might say the amount of information and training available about sales today is extreme. If you search with Google, “Extreme” gets 334 million hits. The word “More” gets over 9 billion hits. It seems [...]
Mythbusters: There is such a thing as a Stupid Question
Posted by Don F Perkins in B2B Sales, Behavioral Change on November 8, 2010
They say there’s no such thing as a stupid question but I don’t know, I’ve heard some real humdingers over the years. They get asked every day by sales executives! Stupid questions are the ones that waste a the customer’s time. There a good way to lose credibility fast. I don’t care what you sell [...]
Stop Getting in Front of Customers
Posted by Don F Perkins in B2B Sales, Business Strategy, Unlearning on November 4, 2010
We hear this phrase a lot in the sales community and it got me thinking: Maybe getting in front of customers is not always the best idea. Where you stand with clients is very important. Shouldn’t we be standing beside them, not in front of them? Before you nod me off and start doing the [...]
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