Salesopedia’s topic this week is listening. Is there a more important ability in sales? The article – Active Listening and Active Rainmaking – discusses techniques for being an active listener. The tips are excellent, but I particularly enjoyed this insight: Often times the technical training and development of service providers hinders their ability to be good listeners. Due to the nature of their work, engineers, lawyers, accountants, and consultants of all types are extremely knowledgeable in their particular area of expertise. In order to get their jobs done and done well, they often need to be directive and tell people what to do to complete the tasks on which they… Read More
Continue ReadingBlogging Like Shakespeare
Allow me to indulge myself – I just read a fun, short post from Inc.com titled Spam, Where Art Thou? The author has some highly entertaining metaphors (and similes) in the post regarding her company’s new high-octane spam filter: This new filter, by contrast, is very efficient; cleansing my inbox of undesirables and dumping them all in spam ghetto, from whence I receive reports several times a week. Occasionally I find something like my CEO’s note has become accidentally trapped, and I release it like a dolphin from tuna nets. Generally, though, I just scan the subject lines. The sheer volume of coarse come-ons, unleavened by less-provocative missives from friends… Read More
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