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Queuing up the Yankee ballgame on my iPhone, in hopes of seeing Derek Jeter hit number 3,000, evoked childhood memories of my very first mobile device. My father cashed in wrappers from the countless cigars he smoked to give me the most popular electronic communication device in history. Read More

It isn’t the prospecting method that no longer works. The game has changed, but it doesn't have anything to do with the prospecting method. Read More

How many times have you heard "our sales people years of experience"; well even when they do, they still need tune ups and refreshing regularly. Dave discusses the needs and the means. Read More

Just because you can do something doesn’t mean you should do it. Thoughts on sales and the temptation of low value distraction over higher value work. Read More

A old colleague of mine commented on the text version of this post. He took exception to what I wrote and said, "Talent is an ability that is the result of process and effort."

I think we’re saying the same thing! Actually, I think my old friend just likes to argue. :) What do you think? Read More

Sales people should view time as investment capital, then look for the best ways to invest. Better choices lead to better returns, i.e., quota attainment. Read More

Instead of making your goal to complete your required tasks, aim for something better than “complete.” Make it your goal and responsibility to make it rock. Read More

If, as a sales pro, you're solving only the easy problems, YOU have a problem. Top execs are working on the toughest of issues. Shouldn't that be your focus as well? Solve the tough problem! Read More

Salespeople that work for small firms know how to fight above their weight class. Those who work for giant organizations need to remember how and why they lose. Read More

Studio 54’s Steven Rubell’s exclusive hand selection of guests from the waiting throngs was an old marketing ploy that he made it famous. First in were high-profile celebrities like Michael Jackson, Mick Jagger, Halston, Mikhail Baryshnikov, and Salvador Dali.

If you were lucky enough Read More