Entries by Steve Giglio

Pain Before Process

A few years ago, I was working with very savvy clients in San Diego on a sales development program. One night,I was dining with my client who expressed to me that after 20 years in selling and negotiating he realized this important distinction: Process vs. Pain. Selling to the Pain, Not the Process What he said […]

The New Normal Can Lead to Complacency

New York, N.Y.  – Just about every business news outlet has used the term “new normal” to describe the current global economic conditions.  Limited or no growth.  Layoffs and high unemployment.  Unstable stock markets.  It has become, over the past three years, the environment to which many have become accustom.  And some warn that this […]