Don’t Sell Like You Buy

I lived on the Gulf Coast for over 15 years and occasionally enjoyed watching the fishing boats return during late afternoons with huge catches of shrimp and crabs in tiny Bayou La Batre, AL. You would think that as much work is involved in catching a boatload of...

Planting Seeds Grows Service Leads

Early this century at a large services company where I was a sales coach for five years, one particular guy had been the top salesperson for ten straight years. I made it a point to get to know this fellow and eventually convinced him to tell me his story for a cameo...

“Strategery”

Defining problems is the key to solving them. Once, Einstein was asked how he would approach the problem of avoiding the end of the world if he had only one hour to solve it. He said he would spend 55 minutes identifying the problem and the last 5 minutes solving it....