Don't Give Your Customers What They Expect 
It was an absolutely beautiful morning in Hong Kong. I received the standard friendly greeting from the doorman upon exiting my hotel. ... 6/14/2007

Accelerate Understanding 
Recently, my wife and I went to visit our financial advisor, David Hawkins - a necessary meeting to ensure that I don’t have to work until I’m 80-years-old. We currently have two children in college ... 3/27/2007

Props Prove a Point 
In 1986, the world was shocked when the Space Shuttle Challenger exploded killing all seven astronauts aboard. After the horror of the Challenger disaster, a presidential commission was formed to inv... 9/11/2006

Personal Stories – A Powerful Sales Tool 
On many occasions I have witnessed how a personal story, inserted at the proper time, resulted in a salesperson remaining in, and closing, a deal.... 4/13/2006

You Can Always Learn Something New 
Here’s a story you could use to grab your customers attention, and illustrate that you can always learn something new.... 3/20/2006

The 5 D's of Story  
A good Customer Story always answers the following questions, also known as “the 5 D’s.”... 11/10/2005

Customer Stories: Do’s and Don’ts 
Telling good customer stories shows your prospects that you are more interested in solving problems than selling them your product or solution. ... 11/3/2005

Three Stories 
It was pretty simple, just three stories. Steve Jobs' commencement speech at Stanford University. ... 7/12/2005

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