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You’d be hard-pressed to find someone more dedicated to KISS (Keep It Simple, Stupid) than me. Nike’s “Just do it” campaign, for example, is brilliant. Easy to remember; obvious point; extremely effective. The blog Simple + Bold provides example after striking example of simplicity. Simple expl Read More

I love watching a great sushi chef at work, so I sit at the sushi bar. They are masterful, food artisans that create with exquisite detail, care, and enthusiasm. I also love a great sales pitch. Unfortunately, I hear very few these days and a call this morning prompted this post [...] Read More

A great discovery sales call is a work of art. But the very best needs analysis sales calls go far deeper. Real understanding comes from asking “why?” Read More

Justin McCullough reveals 10 sales tips that can tip the sales, and how to avoid the most common sales mistakes. Read More

Readers of this blog have seen a lot about the indispensable value of metrics. First, ya’ gotta’ have a defined process. Then ya’ gotta’ measure it. That’s the only way to know if improvement has occurred or not, and at what rate. It’s the only way you can prove your dedication to continuous im Read More

The man in this picture above is fishing. I snapped the picture while standing outside my car. It is about 4 degrees Fahrenheit, and this small lake is frozen over. Personally, I can’t think of anything I would like to do less than stand on the ice and fish. But, there are lessons to be learned eve Read More

Last week I received an email from a friend about my blog. He told me that the my blogging daily is too much and that it was hard for him to keep up. Read More

We need to ask ourselves this question every time we are about to approach a prospective customer or client. Why? Because the answer will give us the ability to give the customer exactly what they need... Read More

Before we get carried away with the new tools of social selling, like LinkedIn, Facebook, Twitter, let’s take little step backwards and answer a few questions. Read More