Upselling with Integrity: connecting authentically with your target market
Monday, 6 Nov, 2017
Upselling with Integrity: connecting authentically with your target market

I recently took a cold call from Comcast – the first cold call I’ve…

Hear Us Roar
Monday, 16 Oct, 2017
Hear Us Roar

Following the latest sexual harassment incident with Harvey Weinstein, Jane Fonda requested

Putting People First: the path to Customer Centricity, essay
Friday, 6 Oct, 2017
Putting People First: the path to Customer Centricity, essay

Charlie Rose interviewed Brian Moynihan, the CEO of

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working
Monday, 2 Oct, 2017
Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an appointment, the odds are that the outcomes will be less than successful: sellers claim over 90% failure on their attempts.
If, however, a seller can enter the call with a goal to create the means for buyers to discover their path to

Our Listening Restricts Our Lives: understanding our listening filters
Monday, 25 Sep, 2017
Our Listening Restricts Our Lives: understanding our listening filters

At a neighborhood picnic recently, I introduced myself to five

The ‘How’ of Choice: beyond ‘Why’ and ‘What’
Monday, 18 Sep, 2017
The ‘How’ of Choice: beyond ‘Why’ and ‘What’

When you’re conversing with a prospect, a teenager, or a team member, how do you choose