March 20, 2017

Engrained behaviors are hard to change! It often requires patience, and a safe environment for practice. The good news is that once a salesperson has experienced success with .....

March 15, 2017

While it is common practice to train sales people how to sell, it has occurred to me lately that buyers could benefit from learning how to buy.

I often work with salespeople who sell through intermediaries that have been hired by their clients to navigate what is often...

March 12, 2017

As emails, blogs, texts and tweets rise in popularity, handwritten notes gain power. 

They stand out from the pack and demand the attention of their recipient. Have you ever chosen not to read a handwritten note - probably not. In contrast, when was the last time you ch...

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