I never thought I would be writing this! Much has happened this past year: My son got married; My Scottish friends have come to America to stay with us for the twelfth year in a […]
Inner Circle Sales Meeting Archives
You have often heard me say that the answer is in the questions. You have heard me suggest that you must stop selling and start asking more questions. You have heard me infer that you […]
Little things can make or break deals. In a “me-too-only-cheaper” competitive environment, the fundamentals and strict adherence to the little things will position companies faster and more accurately than just about anything else. Fact: Clients […]
Always Ask For The Business. Here is the long and the short of it. Professionals ask for the business. Amateurs don’t. The choice is yours. Are you a pro or are you a wanna-be? Here […]
As soon as I heard the gentleman from Indiana mention this phrase during Friday evening’s welcome reception, I knew I had just heard my new “battle cry.” THE SECRET IS TO DROP YOUR ROCK! He […]
Although I have been classified as a “motivational speaker” for the last twenty years I am the first to admit that this very well could be false advertising. I can’t motivate anybody. To even try […]
What’s in the box? Or more importantly … what is in their box? Let me explain. My house guest this week was an old time friend and athletic swimming coach … and teacher. I promise […]
Cold calling is a term used in sales that defines the action of a salesperson approaching an unsuspecting prospect and making an honest attempt to make some form of inroad. This was the way sales were initiated a […]
by Mike Marchev Recently I found myself flipping through the restaurant review section of my local newspaper and spotted one where I thought I would like to try out for an upcoming future event. I […]