Stop Giving Value First

Marketing tells us to give value, give value, give value so that, in turn, we will be valued by others and ultimately become a force to reckon with. And it goes without saying that when that happens we will naturally be seen as invaluable to those around us whether...

Are You Offering Stale Value?

It’s the single most important concept to grasp to succeed in selling: Value is a moving target. Value is never the same from one buyer to another. Values change even for the same buyer because value is inherently circumstantial. When sellers shortcut needs...

Like Golf, so much can go wrong (or right) in Sales

This fall, while playing a round of golf and taking in the fabulous foliage in the Northeast, it hit me how much golf is like sales. You have your “mantra” or mental checklist to follow ¾ your grip, your stance, your swing and follow-through, and for Pete’s sake keep...

Beware the Success Mirage

“Nothing succeeds like success.” How many times have you heard this in business and, yet is this really true?..  Success is good. Success is what we strive for. Right? Yes, but there is a risk that comes with success.  Bill Gates, no small success himself,...