Blog
Gran’ther Pendelton Returns
June 1, 2009Gran’ther Pendleton has been a treasured literary favorite since childhood. Dorothy Canfield Fisher tells his story in Heyday of the Blood. Everyone should know Gran’ther and his zest…
The Model Maker
April 1, 2009For years I have found myself thinking about the model maker, without a clear reason why. I met John when I worked at a point-of-purchase display manufacturer in the 1970s. The firm designed and…
Recession Selling: Segmenting Prospects by Decision-Making Needs
January 1, 2009Recently a new client said to me, “We are expecting a recession next year, times will be tough.” I reflected for a moment and realized that I have been working primarily in &ldquo…
Relationship Selling and the Parole Officer Scam
October 1, 2008“I’m a relationship salesperson!” You’ve probably heard this from many salespeople. This statement can be a well-earned badge of distinction or an evasion by a salesperson…
Creative Selling and the Dog Who Didn’t Bark in the Night
August 1, 2008Why aren’t you adding enough new accounts? The incumbency problem – is your selling position defendable? Are you prepared for the "law of the incumbency"? Is your selling…
You Can’t Find Good Salespeople
July 1, 2008Business owners and executives often lament, “You can’t find good salespeople.” They explain, “I have a great product. I’m respected in the marketplace. Customers love.…
The Owner Who Had Contempt for Salespeople
June 1, 2008Another True Story – the names are changed to protect to guilty Once there was a factory owner – Fred – who had contempt for salespeople. He had inherited the factory from his…
Liza’s Commitment: In Praise of the Student Seeking Fundamental Change
May 1, 2008Most of us want material improvement. Yet, are we willing to the pay the price? To achieve exceptional results, we typically need to significantly change our behavior. This is especially so in.…
Sales Leadership: The Cantilever Principle and Fallingwater
March 1, 2008The Cantilever Principle and Heroic Selling. What we learn from Falling water. Frank Lloyd Wright’s house, Falling water, is a breathtaking architectural accomplishment – Wright…
Sales Leadership: The Problem of the Emperor’s Old Clothes
March 1, 2008The Sacred Trust of Sales Leadership - Helping Resolve the Problem of the Emperor’s Old Clothes The Emperor’s New Clothes, a popular children’s tale, teaches many valuable life.…