Let’s do a reality check. Your Customers Know If You’re Showing Up for All the Wrong Reasons. They can smell it. Even on the phone. Self-serving sellers show up for all the wrong reasons. It’s what goes through buyers’ minds when they pick up the phone: “Is this person going to waste my time?” We...Read More

As a salesperson, this is a tough time of year. In addition to being difficult to move business forward during summer, it’s hard not to hyperventilate or get all crunchy when it comes to YOU taking time off for vacation. What happens if that elusive buyer is FINALLY ready to roll when you’re out and...Read More

I remember a funny moment about 10 years ago when a client figuratively slammed the door on me. I had set my sights on this customer as an ideal prospect for my printing solution. I found the right contact, called, emailed, called, emailed, called, called, and one day she answered the phone and said, “Tell...Read More