A former sales director of mine told me something that has always stuck with me. “’Yeses are good. Nos are good. But maybes will kill...

Sellers often think that if they just keep talking–just keep speaking about all the compelling features and benefits of a...

You’re dreading it. ❌ You don’t want to make that cold call. ❌ You don’t want to be pushy. ❌ You don’t want to be salesy. You just want...

I still cringe when I think back to the time I walked into a scheduled meeting with a prospect (a healthcare practitioner), with lunch in...

Have you ever taken a sabbatical – or have you wondered what it would be like if you did? As I emerge from my own sabbatical, there are...

“Tell me more about that.” “In what way?” “What do you think would be the best way to address that issue?” How often do you ask your...

Words have power. Their power can be noticeable and immediate, or their power can be nuanced—even insidious. Have you ever considered the...