We say NO to a lot of business and our goal is to say no early. I like clean pipelines […]
I really like swagger when I see it. Moms parenting their kids, plumbers explaining a problem, surgeons presenting options, and […]
The economy is picking up. I can tell because clients are starting to get bought or are buying other companies […]
It happens all the time…your best customer goes through a significant change in its structure and you lose supporters. The […]
Political negotiators have known the power of back channels forever. These are people with whom unofficial communication can be […]
I spent some time recently looking at the data from my friends at SalesForensics’s most recent report on the buying […]
