by Brian Erenrich – September 2013 Co-authored with David Quill. At times it feels as if Generation X and Y have declared “war” on one another. Yet, instead of looking at the negatives (highlighted below), we need to focus on the positives and how we can collaborate. So let’s look at the good, the bad,…Continue Reading GenX and GenY: Tips for working with each other on the same team
by Dan Rockwell – July 2013 All successful relationships require trust Good salespeople build relationships because organizational success depends on it. If trust is something “they” do, you are the problem. Research shows three important consequences related to trust and performance. Overall business performance for organizations is higher when salespeople trust their managers.1 Individual sales performance is…Continue Reading How to build trust in relationship selling
by Dan Rockwell – February 2013 Waking up I woke up this morning disturbed at the subtlety of self-delusion. The trouble with delusion is illusion. What do you call someone who believes they’re: Supportive but demanding, instead. Humble but in reality, arrogant. Listening when they’re talking. Able to do everything “right” while others fall short….Continue Reading Leading: Popping the Self-Delusion Bubble