You’ve been to these events before. You know you are going to have to sit through a session on where your company is going. You are also going to be forced to relive your collective performance last year. There is no way you are getting out of the…

I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, and some gave me good opportunities. Then my manager made me a full time, outside salesperson. The company armed me with a…

The primary reason insight-based selling is so hot right now is because there is so much latent dissatisfaction. It’s difficult to create opportunities without a reason to change.

Your prospective clients have plenty to be dissatisfied about, but…

The customs agent was losing his patience with the small, demure Asian woman standing in front of him, struggling to understand his command that she sign her custom form. He yelled, “I need your signature!” It was the fourth time he made his…

One of the ways you create value for your clients is by having the business acumen and the situational knowledge to help them do better business. Having a teachable insight is all the rage, even though I don’t believe it’s easy to get real…

As a leader, you are so mired down with work that there isn’t any hope of every truly being caught up. You can delegate and defer to your hearts delight, but the demands are unrelenting. It can feel like every time you get one activity that needs…

Have you ever been faced with a problem and, in an attempt to solve it, shared ideas only to have your ideas shot down by everyone in the room? Have you ever left a meeting where nothing was decided because every idea presented was immediately…

Imagine a delivery driver at the beginning of the 20th century. He delivers goods using a horse and carriage. His company scratches together the money for an automobile. But the delivery driver refuses to use it, saying, "I don't want to learn to…