Archive for June, 2011
I receive a lot of email, but more and more I am getting direct requests to write about some issue or problem that a salesperson is struggling to overcome. I don’t often take requests, but when something strikes me as interesting enough to…Continue Reading
In the old cowboy movies, the heroes wear white cowboy hats and the villains wear black cowboy hats. It's a pretty simple code to crack; the good guys are the ones in white hats. It's important to remember how this code works when you talk about…Continue Reading
It’s not what you think. It’s not defying conventional wisdom or coming up with a new and revolutionary approach. This is a different metaphorical box. It’s the one that others would lock you in.
Pigeon Holed You
We like to categorize and name…Continue Reading