First Friday Feedback: January 2018

In this episode, Phil is joined by Cannon’s Senior Vice President and Director of Strategic Alliances, Theresa Silcox. The two discuss their viewpoints on relationships and how to both strengthen and protect them.

Together they address a listener’s question “How to effectively navigate a successful sales interaction?” by determining if one’s sales efforts are best executed through relationship development or through the challenger approach. Another listener has asked, “How does one avoid or diffuse situations where political differences create unwanted tension?” Phil and Theresa volunteer their perspective on how to approach this delicate conversation in both a digital and face-to-face environment.

Resources:

Please send comments, questions, and feedback to: [email protected]

Please send First Friday Feedback submissions to: [email protected]

References:

The Challenger Sale by Matthew Dixon and Brent Adamson: https://binged.it/2Cv3aqM

Crucial Conversations by Kerry Patterson: https://binged.it/2CsPL2y

“This Year it’s Okay to Talk Politics with Clients” by Paul Hechinger (article mentioned by listener, “Continuously Conflicted”):  http://bit.ly/2DTHRfL