You hear and read reports of leaders who have forgotten—if only for a time—who they really are. It can be in the midst of the trappings of their very success or their station in life that memory goes blank and they
I was working with a young sales rep the other day when he asked me what was the real secret to gaining control of the conversation when faced with objections from a prospect. I told him that it is planning
There are so many biases that influence decision making that range from the Ambiguity Effect to Zero Sum Bias. One of the ones I deal with in my work alters decisions to decide, or at times triggers us to decide
“Start by doing what is necessary; then do what’s possible; and then suddenly you are doing the impossible.” —Francis of Assisi The sales guru’s all say that if you take care of your pipeline, it will take care
Do you ever struggle with the question of which business person will refer you or not? If you feel confused from time to time about which centers of influence, i.e., introducers, you should be spending time with, then this article
Knowing how to unwind clients when the impulse to act precipitously overcomes them is crucial to guiding them through difficult times. I have a client who is a soccer fanatic. Although he is from Venezuela, he is a rabid
I am guilty of this myself, so I feel safe asking you if you have a project that you keep on the back burner? You know the one. You need, actually you have to do it, the deadline is getting
Your philosophy, your manifesto, when well thought out, becomes the basis for your, “why I’m different” conversation with your prospects and clients. You use it in your marketing materials, a welcome video on your website, in social media, and even on the walls in your office as artwork.