by Doug Robinson | Apr 19, 2021 | Roadblocks
Some years back I worked as a sales coach for one division of a large services company where there were several hundred outside sales reps. The Division President, who recruited me for this job, was a stern fellow who refused to put up with any monkey business. When...
by Doug Robinson | Sep 28, 2020 | Roadblocks
Let’s say you’re having a conversation with a B2B prospect and during discovery you’ve put together a pretty good picture of their pain, challenges, and objectives. At this point you feel that your services are a good fit for their business. You’re ready...
by Doug Robinson | Aug 25, 2020 | Roadblocks
I (Doug) have always been a fan of the TV series, The Middle. I remember one episode when after returning home from a shopping trip, Frankie told the salesperson she would “think about it.” Brick asked his mom when they would be going back to get the item they had...
by Doug Robinson | Aug 26, 2019 | Roadblocks
About five years ago my wife and I were watching TV when a commercial appeared for a brand-name water filtering system where not one word was spoken. In pantomime fashion, a guy poured like amounts of red wine into two containers of water and then ran them through...
by Doug Robinson | Jun 3, 2019 | Roadblocks
Ron Carlson, ex-professor at Cal-Irvine and short story writer, gave an interesting talk to a group of people one day. He asked this group to recall when they first hit adulthood. What did they think their lives would be like and what was their Plan A at that time? He...
by Doug Robinson | Aug 27, 2018 | Roadblocks
As a typical everyday consumer, you may have trouble routinely determining the price of many products and services purchased in today’s economy. It’s becoming increasingly difficult to determine whether you’re getting ripped off, so most people really dislike...