I never speak to companies that have the lowest price in their category. Instead, I spend time with companies—and people—who have a higher price than their competitor’s because they...
I maintain lists of observations. This newsletter is part of a list I keep on force multipliers. There are certain attributes and skills that not only enable greater...
If you don’t know what you are going to do first thing Monday morning, you are already beginning the week with a poor start. Because you have not defined...
The old-school ways of finding and closing the sale are giving way to new sales tactics and connections that may help to revolutionize sales. The big leader of this...
If your dream client could produce the results that they need without your help, they’d already be producing those results. If your competitor, the company and people serving...
My manager was riding along on my sales call so that he could watch me give a presentation. It was 1992, before laptops were widely used in sales,...