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Nicholas Negroponte, Director of the renowned MIT Media Lab, a frequent contributor to Wired, wrote a book titled “Being Digital” in 1995. His basic premise is that atoms (physical things) will be rapidly converted to bits (binary streams of data) and distributed over high-speed packet networks (th Read More

Business books, for as long as John Spence has been reading them, have been shamelessly remiss in covering three of the biggest drivers of business success. 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

“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