“There’s no such thing as a No Sale call. Either you sell him some stock, or he sells you on a reason he can’t. Either way a sale is made.…

Imagine that you’re holding a delicate, golden thread. Your prospect holds the other end of the thread.   Naturally, you’re inclined to pull your end of the thread, as you…

We know that emotional intelligence (EQ) is critical in leadership at all levels. In fact, Harvard Business Review claims that emotional intelligence is “one of the most sought after interpersonal…

A 2023 study conducted by McKinsey found that 70% of B2B executives say that emotion plays a significant role in the decision-making process.    And Harvard Business School professor Gerald…

The 2024 presidential race is upon us, and the future of America hangs in the balance. Trump is the forerunner with Nikki Haley gaining some steam, and Gavin Newsom running…

  Not long ago I had to go to the DMV. To get there, I had to drive through some sketchy neighborhoods. And as I was driving, I kept an…

Sometimes it pays to be young and naive. Truth is, young salespeople believe the world is their oyster (and it is!). So the young guns can be efficient and effective…

According to the Harvard Business Review, “The flywheel was used by James Watt over 200 years ago in his steam engine, the invention that powered the Industrial Revolution. It is…

Ask the average person walking down the street about sales.    Chances are they’ll tell you that sales is cut-throat. It’s difficult to make a living in sales. It’s even…

The folks at LinkedIn often tap me for my sales expertise. And most recently they asked me about failure in sales. Specifically, they asked what is one lesson I’ve learned…