TIME for CARING! WHY do I CARE? Caring has been the subject of my thinking and writing for quite a while now. It goes back to understanding what truly motivates people and what motivates me. Somewhere along the line of working with thousands of “sales” people across every continent (well, not counting our penguin colleagues […]

To Care, or not to Care, that is the question! Or is it? The real question is first WHY should I care? We’ll get to that. Let’s start with a bit of a reframe. The list of all of the leading “sales processes” discussed earlier all have a common theme…selling. Here is where we take […]

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 selling went through a number of evolutions from Snake Oil salespeople to pyramid selling to mood selling, barrier selling, and the great […]

Let’s go back to basics…. CUSP! And so it goes…. CARE greatly, UNDERSTAND deeply, SERVE endlessly, with PURPOSE! Now, let’s dive into one very deep aspect of it all…. To SERVE! Let’s start off with a few of the greatest quotes of all time on this topic. Notice the powerhouse names taking these positions. “The […]

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 thinking ever since. It stands today as one of […]