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The differences between B2B and B2C are much smaller than most would have you believe. Success in both comes down to understanding and delivering to the buyers' requirements. Read More

“Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful.” — John Wooden

No additional commentary from me required. Read More

If you are to stop entrenching yourself, the first thing you must learn to do is to stop defending beliefs that no longer serve you. Read More

The commitments that you need to move your opportunity aren’t only for you. Most of them are equally or more important to your dream client! Read More

The real gap is always between the value you create and your price, not your price and your competitor’s price. Read More

Your dream client isn’t looking for a clinical treatment. They need a fire-breathing, passionate, true believer who will do all that is necessary. Read More

What if sales people or organizations, could hedge their forecasts with derivatives?  Would they be willing to risk the money or improve the quality of their forecasts and sales?  Read More

Your beliefs, your ideas, and your experiences are all very important. But they also make up your biases, and isn’t your biases that really matter. Read More

Screw-ups happen. Sometimes it’s our own goof. Sometimes it’s someone else’s goof, but we’re the party responsible. Sometimes we just happen to be in the wrong place at the wrong time. Doesn’t matter. When the customer is upset or simply has unmet expectations, somebody has to step up and hand Read More

If you want your sales force to make more of the sales process, it begins with your making more of the sales process. Read More