
Want Business from Existing Clients? Ask for It!
As companies plan for the coming budget year, one question I…

Stay in the Pain to Partner
Have you ever asked yourself, "What is the point of this meeting?"…

Show Your Homework
When meeting with a client where it's important to recommend…

It’s Your Meeting….Take Control of It!
In my last post, I listed six things to stop discussing with…

Six Things to Stop Discussing with Clients
It has been said that you get just one chance to make a first…

Managing Summer Time
Summer is a season of vacations, beaches, time with family and…

Cognitive Dissonance: Your Secret Weapon
“We might not be the right company for you.” Said no one…

Stop Being Nice
Perhaps you were raised with the old adage, “If you don’t…

Don’t Let Your Client Get Embarrassed
No matter your role, be it a salesperson, account director, or…
Accountability Is Not a Bad Thing
I realize that many of us cringe whenever we hear the word accountability. We hear it and think: What does he mean? Is she auditing my work? Does this mean I’m not doing well? Am I about to get a whole lot more work to do? Accountability is not, nor should it be, a bad […]