Discovering: Identify Needs, Wants, and Pain Areas

Guest post by John Naples, Encore Consulting Group WHEN I FIRST STARTED in sales, I was as green as they come. I entered the field directly after graduating from college and went to work for Lanier Worldwide in the highly competitive telecommunications industry. I was trained to hit the streets in San Diego’s Mission Valley and […]

On the Importance of Prioritizing and Defining a Desired Outcome

Every day multiple things require our attention: projects that are due, recent developments in the office, last-minute changes, unexpected calls and emails from colleagues, bosses and clients, and the list goes on. A constant flood of information, requests, updates and demands doesn’t stop and wait for us to catch a breath, regroup and brace ourselves […]