Sales Questions

Why Do We Talk Too Much? Answer: Food, Money, Sex

Posted on November 16, 2015 by Arnold TildenNovember 16, 2015

I have cited the work of Neil Rackham many times in my fifteen years of writing newsletters and now blogs. If you are familiar with it, please endure the summary that follows before I connect Rackham’s findings with something that … Continue reading →

People Skills – Drs. & Salespeople

Posted on August 2, 2011 by Arnold TildenAugust 2, 2011

I was struck by a recent article in the New York Times on a “People Skills Test” being administered to aspiring medical doctors (http://www.nytimes.com/2011/07/11/health/policy/11docs.html.) It caught my attention, in part, because we frequently analogize the way good medical doctors conduct … Continue reading →