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The most dangerous lie that salespeople tell themselves (and anybody who will listen) is that they lost their dream client opportunity on price. Read More

There’s something exhilarating about tackling a really big problem or pursuing a really big goal. It somehow puts so many things in a different perspective. Lucky for me, I’ve experienced the excitement quite a few times in my business career, and now I’m in the middle of another biggie in the co Read More

We’ve all gotten inadvertently poked in the eye. Ouch X 10! Ain’t nothin’ quite so painful. Polite people would never, ever do such a thing to anyone. Certainly not a friend, or an acquaintance or even a total stranger. It’s just …well, so mean. Read More

In order to grow in sales you need to evolve your game, approach and outlook. Challenge yourself every day to do something different or new. Read More

It is only natural that a team reflects the characteristics of their leader. The risk with that is they will also reflect their bad habits. Read More

“Full Service!” “Total Solution!” “We handle everything!” “We are a customer focused company!” Virtually always, statements like these are a load of hooey. Read More

What you believe determines how you act. Change you beliefs and you change your actions. Change your actions and you change your results. Read More

“The brain is a wonderful organ; it starts working the moment you get up in the morning, and does not stop until you get to the office.” Robert Frost Read More

Once you have taken initiative, the goal is to sustain it and continue to engage the buyer. Without decisive action throughout the cycle you risk loosing momentum and the prospect's attention. Read More