Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on November 30th, and some of you are getting all geared up to start “closing the year strong,” and by that you mean…Continue Reading
Twice in two days, I have been approached about the automation and disintermediation of salespeople.
First, an email exchange with Dave Brock, who expressed his concern about quantification without any reference to qualitative measurements.…Continue Reading
The recipe isn’t always pleasant. The results, however, are quite the opposite. You cannot have the results without following the recipe.
The recipe begins with Hard Work. It takes much more Hard Work than most people are willing to provide to…Continue Reading
NLP, or Neuro Linguistic Programming, was developed by Richard Bandler and John Grinder. They were studying the most powerful approaches to therapy, including Gestalt and Ericsonian hypnosis, when they recognized that they could help people change…Continue Reading