It’s amazing how forgetting just one detail, one part of the overall process, can change an outcome. Take cooking, for example. We have successfully followed the same great recipe again and again, but this time the sauce just isn’t right. … Continue reading →
It’s close to the end of the quarter, and you’re feeling the pressure to close new accounts and hit your numbers before the deadline arrives. To do that, you’ve got to work smart, and you’ve got to work fast. There’s … Continue reading →
The word karma has become a familiar term in western culture over the last 50 years. It’s often thought of as comeuppance, or the justice of the universe, but that’s not quite right. Karma basically refers to natural cause and … Continue reading →
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 →