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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
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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
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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
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Nothing Comes To Those Who Wait+

I watched my hapless cat trying to hunt birds the other day. She didn’t feel like running or jumping, so...

Read More+ 1929 days ago
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Managing Your Sales Manager+

Lots of sales people dread weekly meetings with their managers. Lots of sales managers dread weekly meetings with their VPs....

Read More+ 2057 days ago
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Cluck, cluck…roar+

According to biologists, the closest living relative of the Tyrannosaurus Rex is the chicken. Which is to say; just because...

Read More+ 2139 days ago
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He/She Just Won’t Return My Calls (Sob!)+

Every sales person has experienced the frustration of unreturned emails and phone calls. Faced with this dilemma, clients often ask...

Read More+ 2159 days ago
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What a long, strange (sales) trip it’s been+

This past weekend, I saw the British movie, The Trip. Nothing happens. There is no plot. There are no car...

Read More+ 2169 days ago
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I Cannot Tell A Lie – A 4th Of July Sales Lesson+

The American Revolution was faltering. After 7 years of battle, the country lay in ruins, Congress was unable to pay...

Read More+ 2186 days ago
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Big Crisis – Big Lesson+

“Erroneous assumptions can be disastrous.” -Peter Drucker I was speaking with the VP of Sales for a mid-sized manufacturing firm...

Read More+ 2197 days ago