Think for a second about the last few commercial accounts you’ve written. Did the process move quickly and seamlessly from the referral or prospecting call, to the sales meeting, and then to closing? I’m guessing in at least one case … Continue reading →
It’s often said that it takes 7 or 8 contacts or “touches” before a prospect is ready to buy from you. The fact is that simply becoming familiar with a name, a face, a logo, or a brand, people grow … Continue reading →
Imagine that you’re leaving your office building at the end of the day and you see a guy grab a woman’s purse and run down the block. You’re feeling fit and know you can easily catch him and retrieve the … Continue reading →
This Thanksgiving, when many of us get together with friends and family we may not have seen in a while, we’re going to have different kinds of relationships with the people at the table. With some people we feel quite … Continue reading →