I have spent a lot of time this week preparing for a speech in Tucson next week. I am speaking at the NSGA (National Sporting […]
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Resources To Help You
Sometimes I get stuck… A quick formula for re-energizing your life when it grinds.
I was talking with a good friend today and he commented on feeling a little “stuck.” I was feeling a little stuck too, so we commiserated […]
Choices I Hope My Children Make Well
1. Choose to like people first – Most people meet someone and wait to determine whether or not they like them. For me, in business […]
My Father Was a Salesman
Recently two events coincided that caused me to consider what I think I know about sales and where that originates. I was teaching an entry-level […]
Preparing Your Sales Prospect for the Internal Review Meeting
There is always a “meeting after the meeting” in a big sale. Hardly ever is the real decision made at the table while you are […]
Revenge of the Nerds: Selling to CIO/CTO Types
In the 90’s and early 00’s Silicon Valley had convinced the world that IT should run the show. Remember how hard we worked to […]
Last Meal of the Condemned: Selling to CMOs
It is tough to be in marketing these days. CMOs have the life expectancy in their position of less than 19 months….and that’s dropping. […]
CFOs are the Buyers, the Rest are Posers.
“He who can destroy a thing, controls a thing.” – Muad’Dib as quoted in Frank Herbert’s book, Dune In the 90’s, geeks owned the […]
London Calling: Ideas are Spreading
Ideas have power. And there’s nothing more powerful than watching ideas spread. A while back I was contacted by a reporter for the Financial […]
I believe…
Kevin Costner’s character Crash Davis in the movie Bull Durham was asked, “Just what do you believe in?” Have you ever written that out for […]
NCIS: Gibbs’ Rules… for Big Sales
Rule 2: Always wear gloves at a crime scene Rule 18: It’s better to ask forgiveness than ask permission Rule 27: There are two ways […]
The Best “Biggest Sales” Stories of 2010.
Where’s our chance to brag? Those of us that are united by the desire to land that huge sale, compete against companies much bigger than […]