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Here's how former US President Bill Clinton manages his vast network of business and professional contacts. Read More

Do You Really Give a Shit About Your Customers?
Do you care how they feel or how they are?
Do you care about their future?
Do you care about their careers?
Read More

The reason I love sales, selling, and sales professionals is that to be really good you have to be really smart and you have to be constantly thinking, analyzing, strategizing, and executing. Read More

This whole scenario is what I'd label "Highly Memorable Experience." Something a customer exec will not soon forget. Something forever associated with a top-notch, highly valuable sales rep. Read More

Yes sounds good to sales people, but the wrong yes can be worse than the right no. Don't be drawn in by the word, focus on the objective facts. Read More

When are we going to realize that buying--and selling has shifted? It's not about the pitch, it's not about broadcasting a meaningless message, it's about establishing a meaningful dialogue or conversation. When do we start realizing that we don't build trust through deception and manipulation? Read More

Define a goal and related funnel or path through to your website to assess the user experience and improve conversion rates for your website goal. Read More

“’We want to improve sales effectiveness!” is often the starting point of many of my conversations with executives.  “Terrific,” I respond, “What Read More

Did you know that there is a little used function in Linked In that allows you to contact key decision makers in your target industries? Read More