What is more awkward than having to ask for business or negotiate tough issues with a friend?  What do you say? What do you do?

A survey of over 100 enterprise sales leaders (conducted by Revegy in Q4 2015) revealed that sales people who met or exceeded their quotas last year

Did you ever notice people become more serious at the beginning of September?  Gone are the lazy days of summer and in front of us

I don’t know about you, but I find it–what’s the best word here–? “quaint” that so many articles, books, and blogs write about the power

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