Hubie, T.K., and the Ideal Prospect

When Hubie Brown and I were much younger, he was my favorite basketball coach.  I had just moved to Atlanta and adopted the hometown Hawks – his team.  He was smart and energetic.  In interviews, he seemed like… Read More

Valentine’s Day and Prospecting

With Valentine’s Day right around the corner, it seems appropriate to take a fresh look at prospecting.  After all, isn’t it sales and marketing’s constant function to ask others, “Will you be my Valentine?” The Valentine’s Day-Prospecting love… Read More

Five Questions to Ask if your Deals are Not Closing: Who, What, How, When, and Why

Last week, I led a two hour seminar at a client’s annual meeting of partners and agents – think 40 B2B sales people and executives. The President had asked for 2 hours on closing skills to be presented… Read More

Channeling George Costanza….

Or "What to do about those prospects who seem to be ignoring you." Maybe you saw this Seinfeld episode as a first run on NBC or a re-run on TBS -  Hysterical, right? Sure.  But. George's "thing" is… Read More

Negotiating tips from the Big Daddy at Go

Mid-December usually means one thing to my clients – Negotiating Season.   I can't tell you how many times I hear from clients who have followed a Customercentric sales process, listened, documented and followed their customer's buying process,… Read More