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Five years or so into my sales career I learned a lesson that still looms large in my brain. Here it is:

The best way to learn something is to be responsible for teaching it to someone else Read More

The FAQ is one of the most powerful pages you can have on your website. Many people overlook it or feel like it’s wasted information. Why not make the page do some heavy lifting for you? Read More

Like many small business owners, I have to prioritize my tasks with customer demands always ranking first. School vacation changes the mix a bit with family battling for the first spot. Nearly everything else languishes - including my website. Read this post to discover a little trick to keep things ticking over Read More

How often do you pass on the details of a blog post or an online article to your network? I do it all the time. Read this post to discover one little trick to help promote your website. Read More

I think the biggest mistake sales people make is giving out their company website to prospects. Whether on a business card, in an email, or on LinkedIn. You’re losing sales leads with this foolish little move.

Think I’m crazy? Okay, answer me this.. Read More

Here are ten reasons why you should write a book with your name as the author, with your face on the cover, with your expertise buttered across the pages in an easy-to read manner designed to impress the reader that you are the undisputed expert who can solve their problems and fill their needs Read More

We often come to our clients carrying a bias towards our existing solutions that prevent us from getting a full and complete view of the outcome they need. A better way to diagnose your dream client’s organization is to remove the filters your solutions create and view their needed outcomes from their side of the table, using their outcomes as the filter through which to view our solutions Read More

It took me just over a year to realize I was being coached. That’s how good Bob Barham was. His was the best coaching/learning model I’ve ever seen, and it’s absurdly easy to do Read More

Play School is a half hour children’s program aimed at encouraging a child to wonder, to think, to feel and to imagine. That’s not much different from the goal of most blogs. It occurred to me bloggers could learn a lot from the Play School presenters. Here are some of their tricks that easily translate into great blogging techniques. Read More

Many salespeople fear silence during face-to-face selling interactions. If the conversation gets silent for too long, the typical salesperson pummels that divine silence with words, often in the form of gibberish, repeating what has already been said, or inane questions such as "Are there any questions I could answer? Read More