Are You Having Trouble Sales Hunting?

John Hart remains one of my favorite cartoonists and this one tickled me to write a very short post to help you hunt better with a simple sales skill. Do you know who your best and worst customers are? Has your company defined customer personas and have you defined your own personas? We all perform well, and poorly, with different customer types. Early in my career, I recognized that I … [Read more...]

How would you like to read your client’s minds?

There were times with clients when I felt like a mind reader, clairvoyant moments when I wondered if I was actually reading minds. Have you ever felt that way? Last night, I enjoyed my annual viewing of “The Third Man” with Orson Welles. I’m a classic black and white movie and film noir fan. Orson Welles was one of the greatest actors ever and a sales pro if there ever was one. He sold his … [Read more...]