The Prologue

The Prologue

The Prologue THE PROLOGUE————————– And so it began, the search for the best “sales process” that solved all the world’s challenges and brought prosperity to humankind. In the early 20s, 30s, 40s, and 50s...
Plan. Do. Review.

Plan. Do. Review.

Plan. Do. Review. I ask….. Can you ask the really tough question? Do you even know what it is? In 1986 a book was written called “Spin Selling”. Its author was Neil Rackham. Its premise was the concept of consultative client engagement. It has been a part of my...
Time to Change? Maybe Not!

Time to Change? Maybe Not!

Time to Change? Maybe Not! Time to change? Maybe not! It is said that change is inevitable. Not my place to argue that philosophical point, but considering our world today it is a reasonable hypothesis. Change on its own can have multiple dimensions from good to bad....