Without the client recognizing that “caring” is being created by the “sales” person involved, the likelihood of “closing” a sale is, using today’s metrics, about 5-6%.  That number is accurate, as all the knowledgeable gurus will tell you, AND that is because almost no one even slightly cares about the first critical proof point in […]

To complement my new book CUSP, my friend, Dave Brock has created an AI based CUSP Coaching Companion.  This tool helps you drill into the concepts I've introduced in the book and begin to apply them to your circumstances. The tool enables you to start a discussion, stop and continue later.  Alternatively, you can start […]

It’s been a while since I offered up my 5 decades of learning to the task of sharing my thoughts.  50 years of serving people, through “selling”.  And while a lot has changed, over time, one key remains.  Human-to-human interaction is still the best way ever to solve the most complex of challenges.  A.I.-generated outbound […]

In June of 2022, I retired from Microchip Technology Inc.  Having worked in the semiconductor industry for more than 50 years and at Microchip for 32+ years, it was a delight to turn over the leadership of that wonderful team of Client Engagement professionals to a great group of friends and colleagues.  Microchip has set […]

Ok…. This one may be painful!  So, be it.  I love the people in the world of “sales” and you all seriously need some HELP! YOU are STUCK!  Deeply, completely, seriously… STUCK in the mud!!! Spinning your wheels with all of your might, giving it more and more throttle, praying that THIS time it will […]