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 […]

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. If we are to grow and prosper in a changing environment we must […]

No…. really, what problem are we trying to solve? A lot of times we find ourselves getting distracted from the bigger picture and the challenge that matters the most. We start with great intentions, work hard to frame the challenge, and MANY times we get sidetracked with what may be more easily measured, driven, and […]