May 14, 2018

What’s Your Best Price?

There is a retail customer for whom value is not a concern, quality is an innocent bystander and the lowest price is the sole focus. This […]
April 27, 2018

Waiters, Tapas and Referrals…

When was the last time you received service that was so amazing you were prepared to give a referral on the spot? For me it was […]
March 12, 2018

Prospecting Success In 4 Easy Steps

Prospecting is the soil in which sales careers grow. Like farmers planting this season’s crops, sales professionals do amazing amounts of research, leg work, and phone […]
February 1, 2018

The Danger of Projection

Projection has always been blind spot for sales professionals. We all have been told some version of the “millionaire dressed like a bum” retail sales parable! […]
December 10, 2017

Referral 101

Talking to salespeople about referrals is an interesting exercise! We all know and understand the value of referrals. We have all received the unexpected referral from […]