Ken Cook
Empathy key to reversing curse of knowledge
We’ve all been in situations where we struggle with helping someone understand something. Usually we take a breath and utter (either aloud or to...
Build relationships and the sales will follow
Everybody knows that relationships are important. Curiously, most sales organizations do not focus on relationships as a key component of their strategy and tactics....
Control often gained by sharing with others
We are a society that revolves around control. The structures we live with every day are organized and predicated on a hierarchy and someone...
Strong relationships help close deals
Sales are not where you want them to be. What do you do?
Every business at some point in time deals with this dilemma. And...
Business built on relationships, not sales pitches
A well-known radio personality was speaking with a rainmaker I know. At the end of the conversation the radio person made an interesting comment:...
Rainmakers succeed through relationships
Are you a rainmaker? Do you want to become one? You can. Rainmakers are individuals who are successful regardless of the product...
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