If you find yourself defending your product against the objections of a prospective customer, you’re probably taking the wrong approach. It pays to remember that the job of the sales professional is not to sell as many or as much of his product or service as he can, but to assist prospects with finding the products and services that are best for each of them. Sometimes what you have to sell is not a good fit for the prospect.
Defending Your Product
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Want to Know What a Leader Values? Check Their Calendar.
Ask any leader what they value and you'll get the same list: people, culture, growth, trust. Nobody says "I value looking busy" or "I value putting out fires." But ask to see their calendar for the last two weeks, and the story usually changes. Your calendar is the most honest...
The One Thing AI Can’t Replace in Your Organization
Every leader I talk to right now is asking some version of the same question: what happens to my team, and to my job, when AI can do half the work? It's the wrong question. The real question is what AI can't replace in leadership, and once you understand the...
