Jim

“Remember, sometimes feedback comes in very ugly wrapping—but that doesn’t mean there’s not a gift inside.”
― Carole Robin Ph.D., Connect: Building Exceptional Relationships with Family, Friends, and Colleagues

“What you always have to do, therefore, is to focus first on Results and then ask, “Given the Results I can offer, how can this Buyer Win?”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“You have a valid business reason for contacting an Economic Buying Influence when you can present knowledge that will make a contribution to the way he or she is doing business.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies

“Examine Results first, by all means. You can’t deliver a Win without a Result. But it doesn’t follow that a good Result equals a Win. A Result is a precondition, not an equivalent.”
― Robert B. Miller, The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies