by Ian Smith | Aug 4, 2013 | Sales Process
The new rules for sales success are the new ABC of Attunement, Buoyancy and Clarity. In this second post in the series I review Daniel Pink’s rules on Buoyancy. He breaks down his thoughts into: Positivity ratios, self-questioning negativity, measure rejection,...
by Ian Smith | Aug 1, 2013 | Sales Process
When I devoured Daniel Pink’s new book, To Sell is Human, in February on vacation in Puerto Rico I tweeted that I was buying it for all my clients! Firstly because it was a great book, secondly it articulated the new rules of sales and finally it supported my...
by Ian Smith | Mar 5, 2013 | Sales Tips, Selling
Selling in all its dimensions has changed more in the last ten years that it did over the previous hundred. Most of what we think we understand about selling is constructed atop a foundation of assumptions that has crumbled. Daniel H. Pink. Oh so true. I’d like...
