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Your beliefs, your ideas, and your experiences are all very important. But they also make up your biases, and isn’t your biases that really matter. Read More

As Jakob Nielsen concluded: “When it comes to customer relationships, newsletters must be seen as a long-term investment: they work their magic over time.” Read More

Screw-ups happen. Sometimes it’s our own goof. Sometimes it’s someone else’s goof, but we’re the party responsible. Sometimes we just happen to be in the wrong place at the wrong time. Doesn’t matter. When the customer is upset or simply has unmet expectations, somebody has to step up and hand Read More

Thank you to everyone who voted, and congrats to all who were named to the Sales Sales Lead Management Association's 50 Most Influential People in Sales Lead Management in 2010. If you have it in you, there is one more would I would appreciate. Read More

Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Did your competitor make you quit? Read More

Making a good prospecting call is a lot like a good movie trailer. It need to have drama, facts and emotion to make the target want to see you to learn more. Read More

“Really great people make you feel that you, too, can become great.” – Mark Twain

Serve others. Always serve others. That “Golden Rule” stuff is for real! Read More

Happy holidays! Are you feeling like the “Grinch” again? I know that it is very difficult to down size your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? Read More

Where some see closed doors, other see opportunities. Once you see a client who is in status quo mode, the key is to understand why, and how to leverage it. Read More

“Philosophers are people who know less and less about more and more, until they know nothing about everything. Scientists are people who know more and more about less and less, until they know everything about nothing.” — Attributed to Konrad Lorenz Read More