At the Fortune Magazine Scaling Up Conference in Atlanta, Verne Harnish, author of Scaling Up, Founder of Gazelles and Entrepreneurs Organization called me to the
As sales people, our job is to understand the customer’s goals, priorities, requirements and risk tolerances by asking those open-ended questions that will fill in
Why waste the month of August cleaning your office? Make the most of your summer by seizing new business opportunities while your competition plays miniature
Last week, amid the hustle and bustle of clients and travel plans, I made time to attend the FedEx Executive Women’s Day out at TPC
In the world of comedy, when a joke flops, they say the comedian “died” on stage. In the world of business, when a presentation flops,
I’ve been talking to a lot of senior leaders as research for my new book due out this fall (tentatively titled How to Get and
Life was much simpler for sales reps before the internet. If you wanted information about a company, you called the Corporate Communications department, and they
“Make America Great Again.” “Just do it!” “Ideas worth spreading.” We all know these as sound bites that capture a strategy (Trump’s election slogan), a
Many sellers don’t recognize the precious few windows of opportunity to access the C-Suite. When it comes to your TOP Line Accounts™ (i.e. largest prospect
One of my favorite cartoons shows Opportunity in the form of a woman wearing angel wings speaking into the intercom of an apartment building lobby
Are you salesperson looking for tips and techniques to increase your sales from establiched experts? Or perhaps you are a sales trainer.
