One of the biggest problems with presenting is that you don’t always know who is in the room. Invariably, one or two extra people show up. Sure, we have their business cards and know their …

Unfortunately, sales has led us to believe that we must get in front of The Decision Makers.
But who are they? Unfortunately, not only do we not know, but they don’t either! And this economy makes …

Every once in a while, I have the honor and privilege to meet someone who has a dear heart, combined with an intelligent mind, and a willingness to make a difference in the world.
 
Meet Keith …

I’m reading a very interesting book – “The Age of Engage: Reinventing Marketing for Today’s Connected, Collaborative, and Hyperinteractive Culture” by Denise Shiffman.

It’s basically saying that with the internet, we now can make whatever choices …

When we place a cold call to a prospect, we often make the mistake of thinking they might be interested in us. We carefully tell them who we are, where we are from, and why …

A prospect of one of my coaching clients – an owner of a small sales training company – joined our call recently. My client wanted me to use my Buying Facilitation method on him to …