Just when you thought it was safe to go back to the store and avoid the temptation of Christmas cookies and Valentine’s chocolates, Girl Scouts stand ready at the door…

Guest post by Mike Cannon: Prospects aren’t always ready to buy right now. But that doesn’t make them a bad prospect, or a cold fish, or a dead duck. What…

The nature versus nurture debate is one of the oldest in the field of psychology. Discussion centers on whether inherited genes or environmental factors contribute more significantly to human development.…

I used to tell prospects that our success is a combination of persistence and luck. I thought, as long as we are persistent about our craft, we will eventually get…

Notre Dame star linebacker Manti Te’o was recently caught in (what I can only guess was) an embarrassing situation. His tragically deceased girlfriend was not only imaginary, but impersonated by…

I recently devoted 4 hours of my life to watching Lance Armstrong admit to lying and cheating his way through the Tour de France. Personal feelings about Armstrong aside, his…

In my last blog, I compared the business prospecting process to the heroic effort it takes to find specks of gold in the Alaskan wilderness. Gold miners strip off between…

In the bevy of Alaska-based reality shows are two great nuggets: Gold Rush and Bering Sea Gold. I love these shows, maybe because they struggle with the same things that…

In my last blog, I wrote about dis-qualifying prospects. In the dis-qualification process, prospects sometimes work hard to help you qualify them. That’s exciting. We dis-qualify: companies with a small…

We’ve recently undergone sales training with our friends at Sandler Sales Training. Sandler has a particular method, it’s expensive, and they’re not for everybody. If you’ve ever attended a Sandler…