9.22.2009
Searcy Smacks-Down RFP Nonsense
I got a call about 6 weeks ago from a close friend of mine who used to be a top adviser when I was CEO at ACCESS. Federico was a great compliment to what I did, and so we worked
6.30.2009
Sales Lessons I Learned Running
I have been back into road running recently and since there are no sidewalks to use like I had in Virginia, I run on the edge of the road toward on-coming traffic. It creates an interesting dynamic when encountering cars.
6.25.2009
Talking faster than our client can listen is really good if results are optional…
I had a great conversation on Wednesday with Tom Searcy, CEO of Hunting Big Sales and we were talking about Sales Matters (which is on “delayed launch”) and how I kept turning down writing a book even though it
4.3.2009
Thank Me Later
John F. Kennedy said that: “Belief in myths allows the comfort of opinion without the discomfort of thought”. And my experience in making “big deals” mirrors that statement exactly…
