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The first time a “You won a $1,000,000” showed up in my mailbox, my sales and marketing mind was piqued. Opening this treasure revealed I had not won anything yet and might only win a car or digital clock with a shortwave radio that doesn’t work. The pitch unfolded to a litany of stuff Read More

Congratulations! All of your homework and follow up has paid off! You landed the first meeting with your prospect. Join us and learn how to not just stay inside, but move through your sales process with Gary S. Hart. Read More

Listening and responding are the essence of conversation. Quietly sandwiched between the two is understanding, for if one does not understand what they are listening to, the response is empty and vain.

Knowing the definition of the pen does not impart understanding of how and why it is Read More

This Easter brought back memories of walking behind our 3 year old daughter, pulling eggs out her Easter basket, and placing them out in front of her to be picked up again. That only worked only once. Everyone is tired of sales calls, sales presentations, and marketing using this failing strategy Read More

Anti-cat people, like I once was, are challenged by feline independence and the seemingly impossible task of training them. Training and herding top sales producers and cats are not very different, but both are doable.[...] Read More

“Rainmaking Conversations” is a colorful, personal, intelligent revival of great business conversations. The tone is set at the beginning with a quote from etiquette expert nonpareil Emily Post who agreeably they call in a later reference, someone who “could have been a sales consultant.”
“I Read More

The idea that selling has become very complex is an issue that has preyed on my grey matter for the last few years. Are we buried in a convolution of minutia? Has selling become more complex or is it just the environment? Join us for answers on how to simplify the process[...] Read More

Years ago, after a visit with the doctor and a painful shot or some other forgettable experience, we got a lollipop or some other sweet treat and a smile. Banks picked up on the idea and in recent times added doggie treats[...] Read More

My friend David Brock nearly busted his gut laughing when I said, “Heck, we were doing content marketing thirty years ago. It was called print and direct mail.” He wasn’t laughing at me, he was laughing with me, because things have not changed as much as some people would have us believe. Then Davi Read More

The National Council on Alcoholism called us to have a gavel engraved. The president of our company told me to grab my attaché, jump in a cab, and help them out.

“Stu, we don’t engrave gavels,” I said.

“We will for them. Just go, I’m paying for it” he exhorted with his gur Read More