Sales Profiling: A Lead Is A Person, Not A Thing
Sales professionals often refer to “leads” like a form letter. They read the characteristics and make assumptions. These same people talk about
April 18, 2017
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Business – A War Without Bullets
In 1964, two men shook hands and formed Blue Ribbon Sports, a running shoe company, inspired by a Japanese company. Five years
December 27, 2016
Three Skills That Identify Great Sales Managers
I’ve worked with sales managers around the country, in small businesses and large organizations. It’s not difficult to pinpoint those who are
August 23, 2016
The Business Traveler’s Guide To Healthy Living
In an average year, I spend more time traveling for business than being at home. Anyone who is on the road
August 16, 2016
Differential demonstration: Is your new home presentation on the right route?
I’m still en route to differentiating new home demonstration the right way. In this article, I’m literally on the route to success.
April 19, 2016
Differentiate your demonstration: New home presentation success
I heard someone use the term, “TV spokesperson” and I asked what that job entailed. He told me it was usually a
March 29, 2016
Accountability: Things Don’t Get Better Until YOU Do.
Excuses are reasons you create in order to avoid the reality that you have failed in some way. “Because” and ‘if only”
September 8, 2015
You’re Not a Builder, You’re a Technology Company
Chinese philosopher Zhuangzi wrote, “I dreamed I was a butterfly, flitting around in the sky; then I awoke. Now I wonder: Am
April 24, 2015
It’s a Relationship, Not a Transaction
Do you see your new homes customer as a transaction? A one-off? Or is the connection a long-term relationship that delivers future
March 24, 2015
The Care and Feeding of Your Website Content
Think about your website as a fish tank. When there are plenty of colorful fish actively swimming around, it’s fascinating to look
August 5, 2014
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