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Mistakes are made through a poor delegation of a task. If you want something done well you first have to take responsibility for making known your expected outcomes. Read More

As a salesperson, you don't scale. The best way to help your clients is to make sure you have the right resources working on their problems and challenges. Read More

It takes a lot of effort to connect with the right buyer, voice mail, e-mail, gatekeepers and more. So once you maundered, and you get through, what do you do? Read More

It isn’t being perfect that builds client relationships that stand the test of time. Passing through fire together is what forges the strong, lasting relationships. Read More

Sometimes you are the real obstacles to producing greater results. We can easily get bogged down in doing things that make no impact on our sales results, even though these tasks feel like they are important to our sales efforts. Read More

What happens when social-ism meets capital-ism? Or more to the point, can a publicly traded LinkedIn serve two masters at one time?

Specifically, now that LinkedIn has gone public, the first thing they need to buy with their new funding is a bigger bed to accommodate some new bedfello Read More

Salespeople mistakenly believe that money they leave on the table is only their money. They also leave money on the table that their client could have claimed. Read More

How can you be a superhero? You are already made up of the same stuff as superheroes—or you could be. Read More

If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that consists of post after post after post focused on product this or service that or feature X or internal announcement Y or some other such eloquent drivel that has inha Read More

Have you ever tried to sell to Mr Know-it-all?
You know the guy. You meet him for the first time and he’s done a ton of research. He thinks he knows what his problem is and what he needs to fix it. He’s looked up you and your competitors and and thinks he knows all your relative strengths and Read More