Your strengths are your talents, skills and knowledge.  Talent is your innate aptitude for an activity.  A skill is something you learn and become more adept at doing through ...

Hum, that’s an interesting set of stats.  The “anger” piece probably doesn’t surprise anyone.  I bet in the last 3 seconds you even visualized the last ...

  Greater productivity and profits make good business sense.  The things that you identify in your customer value surveys that will increase your productivity and ultimately ...

Our industry statistics tell us that the majority of an agency’s clients are within 20 years, 10 either way, of the agency principal’s age.  Because of that majority ...

Talk about a four-lettered word in many of the organizations I work with –  that’s “Change”.  OK, I haven’t totally lost it, I know ...

With executives, consider avoiding the classic “pain-based” questioning model” where salespeople try to diagnose and instantly fix an area of client concern.  ...

  Too many times typcial sales people spend more time tearing down the competition’s lousy job than highlighting on the positives that they bring to the table.  Have ...

Yes, of course you’ve got to talk, but are you using your breath to ask good questions or sell your “stuff”? Marc Miller in “Seat at the Table” ...

Do you proposals include positioning pages that show the client the “pains” you’ve discovered in your early diagnostics and how you plan to meet and exceed those ...

If you’re not positioning yourself as a key factor in your client’s strategic business management team you’re nothing more than a salesperson – please ...