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Once you have taken initiative, the goal is to sustain it and continue to engage the buyer. Without decisive action throughout the cycle you risk loosing momentum and the prospect's attention. Read More

You need what you need to win the deal. You know that to get what you need, you have to act. What prevents you from acting is fear. Read More

Well, do ya’??? It’s so, so easy to say, “Of course! I’m not a silver-tongued devil, I’m a silver-eared devil.”

OK, let’s say you actually do listen intently after you ask a question. Let’s also say you’re constantly alert for stray comments, body language and all the little nuances of customer Read More

Fighting above your weight class means believing you can win, taking action, and competing on what matters: ideas, people, and delivering results. Read More

No man is an island & no CEO should make important decisions on their own. Why? Because businesses often have critical things come up where making a decision right could mean life or death for your career or for the company! That's why it is really important who CEOs choose and keep as their key bu Read More

In a crowded market, if you do not show initiative you won't stand out from the crowd and won't sell. You need to take concrete steps to take initiative and be innovative. Read More

To fight above your weight class, you have to believe that you can win, and then you have to take the actions that that belief enables and requires. Read More

Hear me out now. (I’ll stay away from too much name calling.)Your attitude is everything.

It’s your luck, your karma, your moxi.

It’s that extra degree of whimsy that crushes impossibility and lands you the deal. Read More

Summer is over and every one is back work, which means the prospects are too. It also means they are busy, focused and looking to be bothered. Here is a book that will help you break past that, read it, use is and profit from it. Read More

“If you don’t like change, you’ll like irrelevance even less.” US Army General and ex-Chief of Staff Eric Shinseki

Change is relentless. There’s no stopping it. Embrace it! Read More