Stop Selling & Start Succeeding

When asked “What do you sell?” my answer is “I don’t sell, I develop relationships, many of which happen to turn into business.” … [Read more...]

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...]