Inspiring Energy

We celebrated Labor Day this week, a day dedicated to the contributions that working people make to our country’s progress and supporting us all. It’s a remembrance that we appreciate more this year because the Covid disruption has created a stark contrast. We honor those who have defied the risk and worked, often tirelessly, to keep products flowing and shelves stocked, to care for us, to teach us and to protect us; likewise, we remember and respect …

Read more

Is It Better To Discover or Provoke?

Customers are busy. There are many times when a customer may not be certain about what they want to achieve. They may have a sense of their goals and why they are important, but often, they have not yet validated their thinking, quantified their targets or determined how they will evaluate alternatives. What kinds of questions are most effective in compelling customers to focus on these issues and crystallize their thoughts? Which questions can transform a sales …

Read more