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Presenting well, telling your story of your future together with your dream client means a focused presentation and that means a focused needs-analysis. Throwing the kitchen sink at them isn’t a viable strategy, and you shouldn’t expect it to win Read More

Demonstrating value to a buyer is the starting point. To win sales and customers today, you need to be able to demonstrate and deliver impact for a buyer to take action Read More

Most salespeople, if they are guilt of anything with the dream clients, it is under-communicating, not over-communicating. Clients want to spend time with you, but you have to make it meaningful. Here’s how Read More

Value propositions are great, but still have to be used with care. You want to ensure that you are using them to build and communicate value, not as "pitches" Read More

As dads we often struggle to balance our time between family and work. We get wrapped up in our pursuit of career success. It stems from an overwhelming desire to be a good provider. We get home tired… our attention span stretched to the limit.

Sometimes I question myself… thinking, “You’ve got to work harder to be a better dad.”

My wife and kids always find the perfect way to put things in perspective.

My girls gave me this list of 100 Reasons Why We Love You Daddy! It’s funny… some of them are repeats, but I share all of them with you because I know many of these apply to you also.

It’s the little things that make a big difference. We don’t have to be perfect, we just have to be.. Read More

Don’t learn to sell price. Spend your time learning to create more value than your competitors, and focus on proving you can create greater outcomes—outcomes where both you and the client can capture more value and share what you have created Read More

“There's nothing so useless as doing efficiently that which should not be done at all" Peter Drucker Wise words we all must heed Read More

The role of the professional salesperson is to create so much value for their dream client that they can confidently capture part of that value for their company for themselves Read More

One of the easiest way to get people engaged is involving them more directly and emotionally in the process. Trading, and allowing the buyer to gain through the process gives you the perfect opportunity to do that Read More

Success in sales, as a professional or at any level of management, requires a habit of continuous, lifelong learning. As a long-time advocate and (mostly) consistent practitioner of that philosophy, I try to stay alert for unexpected sources of new knowledge Read More