
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…

Building Effective Teams: Call It Like You See It
More and more often, many of us are selling and consulting with…

3 Reasons Why Sales Training Programs Fail
“See that over there,” he said to me as he pointed to a sales…


Are You A.I.?
Recently, a client shared a frustrating experience. She had reached out to a colleague with a specific concern and received a response that completely missed the point. The reply stretched across three pages, yet the issue at hand could have been addressed in two thoughtful sentences. As she read through it, something became clear. The […]