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 […]
“Send lawyers, guns and money…”
I was gambling in HavanaI took a little riskSend lawyers, guns and moneyDad, get me out of this – from “Lawyers, Guns and Money” by […]
Murder Boards and Hot Washes
In the military academies, seniors preparing for their oral exams use two key processes for preparation and improvement called Murder Board and Hot Washes. These […]
Part II: The Many Reasons Deals Get “Stuck” (Sometimes it’s our fault!)
My last post dealt with the “Problem” problems that cause deals to get stuck. There were quite a few. As I promised in that post, […]
