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Whatever you have achieved, you have done so with an enormous supporting cast. Have you said thank you? Have you done so lately? Read More

“Full Service!” “Total Solution!” “We handle everything!” “We are a customer focused company!” Virtually always, statements like these are a load of hooey. Read More

There is no law that states that client meeting have to be conducted sitting down in an office or boardroom. Get up, walk around, take a tour of the facilities, let discovery come to you. Read More

Words have meaning.

What you say is rooted in what you think about. What you think in your head... slips past your lips.

Maybe not today or tomorrow. Maybe not even for the next decade or two.

But it's inevitable.
Head mojo turns into lip activity.
If you find yourself saying... Read More

The most dangerous lie that salespeople tell themselves (and anybody who will listen) is that they lost their dream client opportunity on price. Read More

It is only natural that a team reflects the characteristics of their leader. The risk with that is they will also reflect their bad habits. Read More

Nicholas Negroponte, Director of the renowned MIT Media Lab, a frequent contributor to Wired, wrote a book titled “Being Digital” in 1995. His basic premise is that atoms (physical things) will be rapidly converted to bits (binary streams of data) and distributed over high-speed packet networks (th Read More

Business books, for as long as John Spence has been reading them, have been shamelessly remiss in covering three of the biggest drivers of business success. Read More

In order to grow in sales you need to evolve your game, approach and outlook. Challenge yourself every day to do something different or new. Read More

“The brain is a wonderful organ; it starts working the moment you get up in the morning, and does not stop until you get to the office.” Robert Frost Read More