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Urgency Based Selling

Does Your Corporate Culture Preclude Selling

January 12, 2023

When corporate culture precludes selling Corporate culture precludes business development, when the culture is good for the rest of the organization, but incomplete for business development. What is typically missing? Bold vision, bold behavior.    Do or die vs. best efforts. And, perhaps most importantly: a culture and sales process which helps the salesperson develop both respect and […]

Read More – How To Transform A Sales Team With Bold Behavior Coaching

May 17, 2021


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How To Transform A Sales Team With Bold Behavior Coaching

May 7, 2021

I hear the following statement, or something like it, frequently from business owners and sales team members: “We’re fantastic at selling. Put us in front of a prospect and we crush it. We just have one very small challenge — we need more leads.” One wonders what they mean by selling. Based on experience, they […]

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How Salespeople Improve Civilization

March 23, 2021

  Salespeople improve civilization. An extraordinary notion on the surface, isn’t it? Our culture is strongly influenced by negative works like “Death of Salesman” written by Arthur Miller. What Miller teaches us is that at least some representative salespeople are slimy losers who cheat their way through life and meet a miserable end. Vilifying salespeople […]

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Overcome the “Tyranny of the OR”

February 28, 2021

  There are so many false alternatives in selling – for instance:   Should I do customer service or business development Should I form a social relationship or a business relationship Should I fill out the paperwork or should I sell? We help you substitute an “AND” for an “OR” – overcome the “Tyranny of […]

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Selling’s Curse: Unpredictability

February 28, 2021

Salespeople fail when we don’t help them manage the unpredictability of true selling. We see this unpredictability in the five contexts of true selling: 1. New customer 2. New division/department of existing customer 3. Upselling/cross-selling the customer who cherry-picks our offering 4. Increasing our share of business, when split with a competitor 5. Raising or […]

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All American Entertainment Speakers

October 7, 2020  

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Interview with Sims Wyeth

September 9, 2020

Sims Wyeth, coach for high stakes executive presentations, interviews Andy Gole about Urgency Based Selling. Here’s the link to the interview: Interview with Andy Gole  

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The Salesperson as Poet

June 30, 2019

Great poets express ideas and emotions beyond our day-to-day capacity. These poets activate and connect us with a dormant part of our humanity, helping us grow and experience life on a higher plane. Great salespeople provide a similar function for their clients. Very often the prospect or client can’t articulate what she needs. Particularly for […]

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Radio and Podcast Interviews

April 19, 2019

1. Innovate Now – Scale Up with 16 Breakthrough Sales Techniques WSOU: Leadership with Darrell W. Gunter     2. Innovate Now – Breakthrough Sales Techniques, POP! Innovate Now! – Breakthrough Sales Techniques 3.  Selling and Emotional Intoxication, with Sales Talent Agency in Canada: 4.  Business Matters, with Karl Fitzpatrick, live on Irish […]

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An Introduction to Urgency Based Selling

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