Not for the first time, I was recently asked to name my strongest competitor. I imagine the inquirer expected me to share a company name and then offer some “salesy” explanation of why I was the better choice. My answer was definitely NOT what they were expecting. My biggest Read More

“How memorable are you?” That was a question that plagued me over the last few days. Who will remember you after the trade event wraps up and the circus moves to the next town. I am coming off of two back-to-back events over the last week. CompTIA in Florida, BTA in Las Vegas. Read More

Meeting amazing people is just one of the reasons I stole the line from Gene Simmons, “It’s good to be me.” It is good to be me. Smart people, adventurous people, passionate people, successful people (as they define success), creative people, people with purpose, people outside Read More

It is getting to be that time of year again. It’s the season that flies in with witches, goblins and the super heroes of Halloween, slows to tryptophan-induced lethargy on Thanksgiving Day, zooms into the tunes and thoughts of Christmas and leaves us watching a big ball drop and Read More

Tradeshows and conferences. For that perfect combination of “entertainment and education,” you really can’t beat tradeshows and conferences. Bring a few thousand (or more) salespeople together with a few hundred (or less, or a lot less) potential prospects and the show is a Read More

I count myself as fortunate. Before Saturday Night Live, before Mad TV, before Comedy Central, a few of us (all too young to have done it and gotten away with it) went to Second City in Chicago. It’s been too many years to remember who was up that night but I do recall how much Read More

If you have ever been through the pain of adding your first (or next sales rep), you know how frustrating, tiring and expensive this can be. Need more revenue? Hire some more salespeople. At first blush, it all seems so straightforward. Which is exactly how I failed in my first Read More

The holiday ham has been put away. The Christmas gifts have all been shoved back in the closet. The kids have returned to school. The holiday fun is over. While our non-revenue generating friends were busy unwrapping their boxes and bags, our tribe was unwrapping a gift of Read More

How to Identify and Visualize the Right Target Good news—I just looked at your schedule and you have unlimited time and resources to use to call on an unlimited number of people in hopes of closing unlimited business opportunities. You no longer need concern yourself with the Read More