Why verbal agreements aren’t worth the paper they are written on I can’t tell you how many times I’ve gotten a verbal agreement only to get the rug pulled out from under me at the last minute. I had a VP of Sales one time shake my hand, look me dead in the eye and […]
Month: April 2013
Putting things in perspective
If you haven’t noticed yet by meeting me or seeing the image on the front page of my web site I’m a proud Bostonian true and through. Patriots Day is Boston’s day. We take time to celebrate the pride and determination that made (and makes) this country and this city so great. The Boston Marathon […]
When it rains it pours
Have you ever noticed that when it rains it pours in Sales? When things are going well everything seems to fall in line and when things aren’t they all seem to fall apart. Sales is about momentum. We need to do everything we can to get and stay on the positive side of that momentum […]
Power Hour
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Aligning Expectations
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The 2 main ways e-mail should be used
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Developing your Messaging Matrix
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#1 Remedy for Discounting
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