How I Closed the Biggest Deal of My Life

27 years ago today, after a long, complex sales cycle, I closed the biggest, most important deal of my life. When the deal was negotiated, the buyer chose to make the acquisition. I never asked for the order; not once. … [Read more...]

Do You Really Give a Shit About Your Customers?

Do you care how they feel or how they are? Do you care about their future? … [Read more...]

Lead, Sell, or Get Out of the Way: The 7 Traits of Great Sellers by Ron Karr – Book Review

More sales books, blog posts, and articles are published monthly than all the material available when my sales career began in 1971. Finding the gems can be daunting, so I was fortunate to find “Lead, Sell, or Get Out of the Way.” I met the author Ron Karr on Twitter, enjoyed his conversations and posts, and liked what he says about selling. A Fox TV interview with him finally piqued my interest … [Read more...]

Are We McSelling & McMarketing?

Is the quality of sales and marketing suffering at the expense of quantity? Balancing automation and metrics with customer centricity is the challenge of the decade. The quality of business relationships have become limited by volume-induced time constraint. Henry Ford’s assembly line that delivered affordable quality automobiles in high quantities was brilliant! McDonald’s assembly line … [Read more...]

How Do Your Customers Rate You, Let Me Count The Ways

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