I hope that 2021 was your best year ever, despite the pandemic and all the challenges that came with it. It's important to take a full account of the past year, avoiding the tendency to focus just on the difficulties or just on your accomplishments and good luck. Your 2021 ...
We live in a Universe that seems to impose a law of cause and effect: results, both negative and positive, are always ...
This is my last Sunday Newsletter of 2021.
The subject line of the email asked a grammatically dubious question: "Should I speak to, Jim?" The ploy is designed to get ...
Traditionally, the legacy model’s value proposition was found in the company's products, services, or "solution" (a word I ...
“If you don't like change, you're going to like irrelevance even less.” –General Eric Shinseki
Only 2% of cold calls are successful. That's a bleak figure, even for the most optimistic of sales professionals. When it ...
One my favorite thinkers and writers is Nassim Nicholas Taleb. I often re-read his books, always learning something new or ...
One holdover from the linear sales process proposed by the legacy approaches to sales is a tendency to put our own agenda ...
There is a certain type of training that does nothing to improve a sales organization's results. We call it “check box” ...
