Blog 2017-12-24T03:46:43+00:00


Resolution or Revolution?

Revolution: A pivotal point in time when significant change occurs.  This is the time of year when we set New Year's resolutions. Some of them sound familiar - they are similar or even the same as previous [...]

Customer Relationship Management Software

Should you and/or your organization be using a CRM? A Customer/Client Relationship Management program is often the difference between success and mega-success in sales. How do you choose a Customer Relationship Management software? How do [...]

There is No Such Thing as Commodity

There is no such thing as commodity. Some distributors and channel partners think that because they represent the same products and services as others they must sell on price. Here is a video that can [...]

  • bake a sale

How to Bake a Sale

Sales is a science. Successful selling requires us to do the right thing at the right time for the right reason. As with other sciences, following a formal process usually leads to the best results. [...]

  • VAR disruptions

Voice Activation and Response (VAR)

Is your web site ready for users to simply use their voices to navigate it? Neither is mine. Voice activation and response (VAR) will replace video as a tool for higher Google rankings sooner than [...]

  • commercials

Good News: TV Commercials Are Shrinking Bad News: There Will Be More of Them

Nielsen reported that in the first six months of 2017, for the first time, less than half of the television commercials you and I were exposed to lasted thirty seconds. Almost as many were fifteen [...]

  • more disruption

More Disruption: Starbucks and Toys “R” Us

Can You Believe this? More disruption! Those of us in the B2B world need to pay attention as the battle for customer engagement at retail continues.  We have a lot to learn and to prepare for. The [...]

  • Open letter to Ken Burns

An Open Letter to Ken Burns and the NFL

Ken Burns and the NFL: As a decorated Vietnam Veteran, people have asked me about Ken Burns’ documentary, “The Vietnam War”. The men usually ask what I think about it while the women typically ask [...]

  • disruption

Disruption: Who’s Your Competition?

Is disruption coming to your company? What Is It? Disruption is revolution, not evolution. Disruptions appear quickly, often catch some people off guard and can create as many opportunities as it does casualties. EXAMPLE: The [...]

  • portal

Our New e-Learning Portal is Live!

We are proud to announce that the new, advanced and improved e-Learning portal is live ready to help you and your team take your sales to the next level. Want to learn more about what [...]

  • Hurricane Harvey

What Did Hurricane Harvey Teach Us?

What did Hurricane Harvey teach us? Once again we have been reminded that most people are good if we just look past their superficial representation, their "crust". Hurricane Harvey in Houston provided us with nonstop images [...]

  • seeking agent

Seeking Agent for a New Project

What time is it? Seriously, according to your watch, this device or a nearby clock, what time is it right now for you? What time did you wake up this morning? The number of hours [...]

  • 4-star general

Watch a 4-Star General Sell President Trump

Body language can mean many things whether you are the buyer or the seller. A remarkable example will be on the cable news networks tonight. It will probably not air again after tonight. Watch a [...]

  • salespeople

3 Reasons Why Your Salespeople Are Not Selling

There must be an "Encyclopedia of Sales Excuses" for salespeople somewhere because my CEO/CSO clients often ask me the same questions. One of the "Seasonal Reasons Why We Cannot Sell" is: "the customers are on vacation". It is true that it [...]

  • media

What Media Should You Use?

You have options. Your choice of media will be determined by several factors.  PRINT Click here to listen Yep, books are making a comeback.  A more practical interview with Terry Lents with ideas for using [...]