Stop Closing!

Stop Closing!

As sales people we hear it all the time – it’s all about driving to The Close. When are you going to close that deal? What do you need to do wrap this up? The majority of sales training for the last several decades has been focused helping the sales person close the...
Build to Serve and Win

Build to Serve and Win

Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that...
The Journey Into Relevance

The Journey Into Relevance

In the beginning there were people who made stuff and people who needed stuff. Then there were the peddlers of stuff who helped the makers and the buyers find each other.   The peddlers of stuff were very successful for hundreds of years, because both the makers and...