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Spending the time thinking about the language, writing it down, and rehearsing it will build your confidence and your competence as a salesperson. 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:

1) Unquestionably true
2) Have been taught to me by mentors, customers and various & sundry successful, experienced executives
3) Have been beaten into me by the relentless force of Read More

I just walked from a great job as head of sales where I was well-liked and appreciated. It feels kinda like I opened the door and jumped from a perfectly fine airplane. It seems crazy. When I share the news, Read More

Do everything you can to play the game as well as you can, and develop the highest level of competency at the fundamentals. Then, get lucky. Read More

“A man can fail many times, but he isn’t a failure until he begins to blame somebody else.” – - John Burroughs

Failure is not due to someone else or some external factor. It’s you. It’s always you. Read More

Social Selling is great addition to any sales approach, but as with anything it has to be in balance. Lose that balance and you risk blurring the difference between contact and real engagement. Read More

If you are going to make one of your resolutions to lose weight, there isn’t anything heavier to lug around than the three following items. Read More

On January 14, 2011, my business partner and friend, Dave Brock, and I will launch the Future Selling Institute. Read More

These statements reflect the reality of sales and selling in a highly competitive and rapidly changing environment. Read them and decide for yourself. Read More

Well it's all over,save for the party. Tomorrow we start it all over again. Some last glimpses at the year that was with an eye to launching a better year ahead. Read More