Most of us know intuitively that we each have two personas in play: The person we really are. The person we want the world to think we are. Both affect our buying decisions, but the second persona, our… Read More
People have been asking me if selling through relationships is becoming less important in the age of remote communication. I would argue that the remote revolution is serving up the opportunity of a lifetime for salespeople who take… Read More
Want to have a little fun and stand out with a prospect who you know is creative and has a sense of humor? Send a letter printed “upside down” on your stationery that goes something like this.