Now That Was Unexpected 
Imagine for a moment that you’re a clerk in a small corner store. It’s a hot, humid, sticky summer day and all you’ve got to cool yourself off with is a small fan. ... 9/9/2008

First Things First 
A college professor walks into class with an empty glass jar. Without saying anything, he grabs some large stones and places them in the jar until it’s filled to the top. ... 1/5/2007

The Best Power Positions Have Heart in Them 
Be sure that when you name your Power Position, that the name itself has emotional impact. Don’t just make this an intellectual exercise. Give it punch. Make sure it has “heart” in it, not just “intel... 4/6/2006

A Quick Guide to Great Discovery 
Most sales calls are a combination of discovery and presentation. Sales calls, early in a sales cycle, have huge discovery segments.... 2/16/2006

Selling Above the Line 
In highly competitive selling environments, it is extremely important to make the buying decision easy for the buyer.... 2/16/2006

Differentiate Yourself with Your Elevator Pitch 
One of the most useful and powerful communication tools you have available in your sales toolkit is your Elevator Pitch.... 1/19/2006

The Last 3 Feet of the Sale  
In golf, the drive gets you on the green, but the putt wins the game. Sales can be like golf. ... 9/9/2005

More Than Expected 
$210 million of business captured in one week, closing the quarter 21% above the previous year.... 6/30/2005

Differentiate or Die 
One of our favorite books of all time is "Differentiate or Die" by Jack Trout.... 6/14/2005

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