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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

Your most dangerous and fiercest competitor has had your dream client locked up tighter than a steel drum for years. Did your competitor make you quit? Read More

Making a good prospecting call is a lot like a good movie trailer. It need to have drama, facts and emotion to make the target want to see you to learn more. Read More

“Really great people make you feel that you, too, can become great.” – Mark Twain

Serve others. Always serve others. That “Golden Rule” stuff is for real! Read More

Happy holidays! Are you feeling like the “Grinch” again? I know that it is very difficult to down size your sales force. How do you think your remaining sales team will perform? Can you say with good conscious that your sales force is making a difference? Read More

Where some see closed doors, other see opportunities. Once you see a client who is in status quo mode, the key is to understand why, and how to leverage it. Read More

“Philosophers are people who know less and less about more and more, until they know nothing about everything. Scientists are people who know more and more about less and less, until they know everything about nothing.” — Attributed to Konrad Lorenz Read More

They have finely tuned and battle-tested objections proven to shut down salespeople and clear their phone lines. Call you must, and you must get through. Read More

I read a lot. In my view, all business people must read a lot. I seek out the opinions of others a lot. In my view, all business people must seek out the opinions of others a lot. New facts and perspectives, combined with all the facts and perspectives already in our heads are the raw materials Read More

As we enter December and the home stretch, it is a good time to see which of the things you commit ed to put into practice at the start of 2010 you were able to accomplish. On the one hand you still have a month, on the other an opportunity to learn and take something from the experience into 2011 Read More