In last week’s newsletter we posed the following question in our weekly poll: If you had to select only one…

I have always considered myself a student of the sales process before I am anything of an instructor. And so…

I’m going to keep it brief this week. I’m simply going to share with you a passage from author Marianne…

In my ongoing quest to increase the level of boldness in all areas of my life, I must constantly deal…

On Saturday I had the pleasure of spending the entire day with Kyle Phillips, a great friend for the last…

You’ve seen the ads for the designer pharmaceuticals, haven’t you? The ads promise relief for a myriad of ailments, and…

(NOTE: This article is written specifically for salespeople and framed in that discussion. However, there is a strong application to…

Several years ago I read a book by Psychologist Mihaly Csikszentmihalyi entitled, Flow: The Psychology of Optimal Experience. I found…

Kathy Klinger in Fort Wayne, Indiana this week sent me an outstanding quote from the great Winston Churchill. Check it…

In a strong market, the sales process is almost surreal. The conversation is heavily lop-sided; the salesperson does the talking…