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Persuasion---it's important to sales.  It's important to business.  When we want to change something, we can't do it without persuasion.  Read More

TED Talks Simon Sinek has a simple but powerful model for inspirational leadership all starting with a golden circle and the question "Why?" His examples include Apple, Martin Luther King, and the Wright brothers -- and as a counterpoint Tivo, which (until a recent court victory that tripled its s Read More

Why not turn wasted time into productive time? 3 things you can do on your drive to work that can increase sale. Read More

The other day, I wrote about how my manager coached and trained me to be a better sales person. In the article titled 5 Questions, I described that in every deal review, she would ask me the same 5 questions. Initially, I didn’t have the answers to those questions, but not wanting to appear to be Read More

The phone rings, it's a concerned executive.  After pleasantries, we get down to the issues.  Usually it goes something like this: Read More

In a hole? You can only find your way out of the hole when you drop all of the old beliefs that helped you dig the hole in the first place Read More

My friend Skip Anderson wrote an outstanding post, The Race To Sale Competence, A Case For Sales Training.  He raises a critical issue: As sales managers, Read More

Everyone in sales knows that it's important to know your customer.  Sales people keep all sorts of information, both on individuals and the enterprises.  Read More

I have to admit to being a little bit more than impatient--my wife says I have to be more tolerant.  But there are conversations that just drive me up the Read More