Mining for Gold: Use Your Existing Customers to IMPACT! Your Prospects 

This past Saturday I cheated! I fell off my no carbohydrate diet with a trip to the bagel store. I ordered and then proceeded to one of the two cash registers to pay for my order. The first register was directly ahead of me, but customers were waiting there; the second was around a corner, and it had no … Continue reading Mining for Gold: Use Your Existing Customers to IMPACT! Your Prospects 

From Lost Trust to Lost Business—How to Avoid This Business Killer

A key executive for one of my clients passed away recently, and although I tried desperately, I could not make my travel arrangements work out properly to get to the funeral service. To make matters even worse, the morning of the funeral I realized I had forgotten to send flowers. I immediately called a florist, … Continue reading From Lost Trust to Lost Business—How to Avoid This Business Killer

Impact the World Like #2

This past Sunday the New York Yankees retired their remaining single digit number, which belonged to their former captain Derek Jeter who played with them for twenty seasons. For most of his career Jeter was consistently among the leaders in the American League in hits and runs scored, and he served as the Yankees’ team captain from … Continue reading Impact the World Like #2

Be a Troublemaker and Increase Your Sales

This past Friday I had the privilege of attending my daughter’s graduation from Northeastern University where CNN anchor Christiane Amanpour spoke to the graduates. In her commencement address she quoted a civil rights activist who once said, “Give good trouble,” and implored the graduates to “make a hell of a lot of good trouble.” In sales, you’re … Continue reading Be a Troublemaker and Increase Your Sales