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“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

If you want your sales manager to protect your territory, then it your responsible for generating the activity that proves you value the territory. 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

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

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

After your big presentation, you need to send a thank you letter. But saying thank you could be so much more, if you let it. 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

You need what you need to win the deal. You know that to get what you need, you have to act. What prevents you from acting is fear. Read More

Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”

OK, let’s say you actually do listen intently after you ask a question. Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer Read More

Fighting above your weight class means believing you can win, taking action, and competing on what matters: ideas, people, and delivering results. Read More