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“Probably no greater honor can come to any man than the respect of his colleagues” – Cary Grant

If you can genuinely impress your peer group, you have something to be proud of. They’re your friends, so they won’t be pulling any punches. Read More

I’m not much of an expert about a whole bunch of things. That’s precisely why adding radio to my company’s marketing strategy felt so appealing.  It’s proving, in fact, to be a surprisingly powerful tool for two things I anticipated Read More

There is no better way to discourage your sales force from selling than to fail to deliver on their promises. Read More

Having a plan is fine, reviewing and adjusting is better. Rather than lamenting the outcome, understand it, make adjustments and move forward.

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Multi-tasking is a great concept, but in reality even if you do get things done simultaneously, how many are done to your best abilities. It is much better to allocate time to each important task, focus, get it done and move to the next. Read More

You need surrogates to sell on your behalf. And you need them well trained and well armed if you are to sell your solution and the change it brings. Read More

As a seller you should worry less about managing time, and more on allocating it to the right activities. Once you know what, then allocate the time to it and focus on managing your activities in the the time allotted. Read More

Your dream client is keeping score. Your ability to keep your commitments is the best indication of what they should expect from you in the future. Read More

Your dream clients worry. Right before they are ready to choose and commit, the doubts start to pile up. Winning means addressing these concerns. Read More

Innumerate: Unable to understand and use numbers in a calculation.

No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next??? Read More