the-how-of-choice-beyond-why-and-what 
Partners in Excellence
FEBRUARY 6, 2024
But we have some new challenges, “Do we understand what the answers mean and can we apply them to the specific situation? ” ‘Do we understand which answer we might choose or recommend, and why we should make those choices?” I ask, “Why is this important to the customer? What does it mean?
The Pipeline
JULY 7, 2021
How can we change our posture, our strides, the start, our alignment in movement and more? How can we change our posture, our strides, the start, our alignment in movement and more? If it’s not about numbers, quality becomes subjective, like figure skating, you get points for artistic merit, but then what? By Tibor Shanto.
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The Pipeline
OCTOBER 4, 2021
Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Specifically, how we use positive data in prospecting and Discovery, in this case the latter. Merely presenting prospects with data, no matter how impressive and relevant, is not a good use of their time. Why is that data relevant?
The Pipeline
JULY 9, 2019
But one can argue that how you start, what we do in the beginning, has the most significant impact. This attitude needs to cascade down to your view of your day, what you commit time to, and what you choose to ignore in order to maximize this precious resource. Change how You Greet YOUR Day.
The Pipeline
JUNE 26, 2017
What was interesting is one was exactly where they wanted to be, on track to achieve his stated goals, for this year and beyond. What was interesting is one was exactly where they wanted to be, on track to achieve his stated goals, for this year and beyond.
The Pipeline
AUGUST 27, 2019
Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?” If it isn’t quota, then why discount?
The Pipeline
FEBRUARY 13, 2018
A typical problem many had faced when they sought stats to validate their preconceptions, rather than acting on what the stats highlight. A typical problem many had faced when they sought stats to validate their preconceptions, rather than acting on what the stats highlight. By Tibor Shanto.
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