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How’s your vision? No, I’m not referring to short-sightedness or your begrudging investment in reading glasses. I’m talking about the future of your business.. Read More

Closing the sale is about taking “the next natural step” in the process. Of course, sales people want that next step to happen as quickly as possible. So… why do we do things that slow down our sales cycle? Here are a few examples Read More

Sales managers can't put themselves above the fray. They should be
involved in all aspects of their team's success, including training.
Read More

Don’t learn to sell price. Spend your time learning to create more value than your competitors, and focus on proving you can create greater outcomes—outcomes where both you and the client can capture more value and share what you have created Read More

John Brown, humble, God-fearing man was appalled by the evils of slavery in America. When peaceful means would not work, he turned to armed insurrection and declared war on slavery. History has judged him as firing the first shots to end slavery in America.

The principles that this 18th Century radical abolitionist embodied have some surprising implications for 21st Century Business Success Read More

You learn the best lessons from the simplest experiences. Here’s mine…

Last night I crashed about 11:00 p.m., never even cracking my MacBook to take my typical final pulse for the evening.

I was exhausted Read More

A well rounded search engine optimization plan requires aggressive backlinking. Agressive, does not however mean you should be spamming or searching for quick and easy links. Looking for a quality backlink? Why not guest blog Read More

Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate and (mostly) consistent practitioner of that philosophy, I try to stay alert for unexpected sources of new knowledge Read More

OK, sales rep or manager, you tell me what, if anything, is wrong with the scenario that follows. It includes buyers, sellers, partners and value for all involved Read More