People Buy You

People buy you before they buy what you are selling. There is no sales technique in the world to change a prospective client’s mind if you turn him or her […]

Forget Branding: Focus On Sales

Will you please forget branding? Too many sales professionals and entrepreneurs are so concerned about their “brand” they forget to sell. It happened again yesterday. I received a telephone call […]

What Are We Doing Here

I ask lots of questions. “What are we doing here?” is one of my favorites. I say it all the time. It’s my way of seeking clarity. It’s also my […]

Sales Pros Never Quit

Things are tough for sales professionals. Although many will blame the economy for their lack of success, the truth is that a lack of persistent, aggressive activity is really to […]