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“The shortest distance between two points is under construction.” – - Noelie Altito

OK, so I’m not really that cynical, but… Read More

The pressure to make price concessions will always be part of selling. The question is how to best mitigate it as a seller. Read More

There are some sales processes that are less than they should be. This is especially true when they ignore the great principles of effective selling. Read More

It came down to a competition, and you were, sadly, bested. Your dream client has told you that you were the runner up. What now? Read More

If your dream client is not dissatisfied, they are not going to be compelled to dive right into a huge change initiative. When no dissatisfaction is present, it is your job to create it. Read More

To avoid the Procrustean bed, you have to work on the variable that has the greatest impact on sales results and the greatest impact on productivity; that variable is the win rate. Read More

Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

* Unquestionably true
* Have been taught to me by mentors, customers and various & sundry successful, experienced executives
* Have been beaten into me by the relentless for Read More

There is a gap between where you are and where you want to be. Closing that gap means change, and only you can close that gap. Read More

Achieving success is really a very simple thing. It’s a three piece puzzle:

1) You need to be smarter than the competition.
2) You need to work absurdly hard for a really long time.
3) You need some dumb luck. Read More

Having a process that everyone adheres to and executes is what make professionals champions, be they in sports or sales. Having structure and metrics to drive success actually makes execution simpler. Read More