Play to Win
February 11th, 2009
No comments
“Every man’s condition is a solution in hieroglyphic to those inquiries he would put. He acts it as life, before he apprehends it as truth.”
Ralph Waldo Emerson Read more…
Customers Who Go Quiet
January 11th, 2009
No comments
You see this truth playing out over and over again in life. Personal relationships tend to surface similar problems over and over again until the individual takes a look inward and asks, “What am I doing to cause this?” Read more…
The Over Adulation Syndrome
January 5th, 2009
No comments
It is not uncommon in a sales meeting to hear someone describing an experience with a prospect where the buying indicators all looked perfect and the deal was lined up. The prospect is saying all the right things, but the deal just never seems to close. When this is happening, I always suspect that we might have a prospect who is just telling the sales person what they want to hear in order to further their own agenda. Read more…
Career Day (Where is the Sales Job?)
December 3rd, 2008
No comments
Envision the following scene:
It is a bright and sunny spring morning. The kids are scurrying around the house getting ready to head to school. Today is a big day, it is career day. I remember these days from the times I was just a little boy all the way through college. In the early days, things are simple.