Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I [...]

At a recent think tank conference that I attend yearly, there were an overwhelming number of very smart, interesting folks who wanted to know about publishing books. Some wanted to know how to get to a publisher or choose a literary agent; some wanted to know which type of self-publishing to persue; some wanted a [...]

This past Saturday morning I woke up early for my longest workout of the week: pecs, shoulders, biceps and triceps and an hour of Body Step. I hate hate hate the gym (it’s a sadistic series of tortures that play on our guilt and vanity), but it must be done, alternate choices being what they are.
I then [...]

These are heady days. Global business changes, environmental disasters, political upheavals. Change, Change, Change. Maybe it’s time to have another conversation about what change is. And at the same time, maybe discuss why it’s necessary to know how to change, since change is the only constant.
It’s a myth that change is difficult. Indeed, it’s not [...]

I am an innovator. I conceive and develop new models that I believe need to be in the world, and then I find a way to get them implemented. I have been hearing a lot of queries on this, lately, with folks offering different definitions, so I thought I’d throw my hat into the ring.
Being [...]

Here are 2 stories/jokes that show us all that how we view the world is definitely a biased process. As sellers, we view the buyer’s world according to how we think our product will fit a buyer’s need. As buyers, we view the world according to how to maintain stability and encourage buy-in as we seek [...]