Price Cutting is a Self-Inflicted Wound

One day as a salesperson sat in front of a buyer at his desk he noticed a price quote from his fiercest competitor out of the corner of his eye. Although it was in plain sight on top of a pile of papers, there was a soda can covering up the dollar amount of the quote....

Enlarge Your Kingdom With Testimonials

Some years ago, when my wife and I were remodeling and updating our home, I stumbled on this electronic testimonial submitted to a plumbing supply company blog by a satisfied customer. I think it is worth sharing: I would like to give credit where credit is due. I am...

You Gotta WOW ‘Em to Close ‘Em

As a kid who grew up in Louisville, I rode the city bus downtown to watch young Cassius Clay box, a couple years before he won the gold medal at the 1960 Rome Olympics. At that time, who would have guessed that four short years later he would become Muhammad Ali? Who...