In sales, everybody wants to make more money, close more deals, win more clients. Everybody wants the results. Not everybody is willing to do the work. After 50 years in sales, sales management, sales training, and coaching, I’ve noticed something […]

Last week, I found out I have celiac disease. For those who don’t know, celiac disease is an autoimmune condition that causes the body to react to gluten, a protein found in wheat, barley, and rye. In other words, my […]

If you’ve ever heard me teach sales, you’ve probably heard me say this approximately 4,732 times: Questions are the key to selling. Want to have better sales conversations? Ask better questions. Want to understand what your prospect really needs? Ask better questions. […]

Yesterday I had a minor medical procedure. An endoscopy. Nothing serious. But they gave me propofol as the anesthetic. If you’ve never experienced propofol, here’s my highly scientific explanation: They give it to you…and then somebody steals a chunk of […]