, , , , ,

Flying off the handle+

We’ve all said things we regret. We’ve said those things to our spouses, our friends, our bosses, and our prospects....

Read More+ 1448 days ago
, , , , ,

Stop me if you’ve heard this one…+

The curse of repetition stalks every sales person. From day to day, week to week, and month to month, we...

Read More+ 1454 days ago
, , , , , ,

Battle Royale+

Have you ever walked out of a client meeting and passed a competitor who was walking in? Or have you...

Read More+ 1475 days ago
, , , , ,

News flash: You are “in sales” – whether you like it or not+

“Oh, I could never be in sales!” How many times have you heard people say that? And how many of...

Read More+ 1532 days ago
, , , , ,

You Don’t Know What You Don’t Know+

Most sales people have faced this moment of terror: Your prospect asks you a detailed and important question about your...

Read More+ 1541 days ago
, , , , ,

You Can’t Always Get What You Want+

The “Happiness Paradox” of John Stewart Mill states that, “Only those are happy…who have their mind fixed on something other...

Read More+ 1733 days ago
, , , , ,

Are you in sales? Or are you in marketing?+

The answer to the question above is; “Both.” As technology increases our individual capabilities, there is an ever-smaller distinction between...

Read More+ 1813 days ago
, , , ,

Lights, Camera…ACTION!+

Why is a bad sales person like a bad actor? We know that they are both painful to watch –...

Read More+ 1839 days ago
, , , ,

How to be understood+

Substitute “damn” every time you’re inclined to write “very.” Your editor will delete it and the writing will be just...

Read More+ 1857 days ago
, , , , ,

Big is small…and small is big.+

Here’s a crazy paradox: Giant mega-companies are trying to convince everyone that they are nimble, quirky, local, and small(ish) in...

Read More+ 1875 days ago