When I first got started in selling, I mean really started, I had a boss named Jon. Jon’s motto was that if weren’t a little nervous in a sales call you weren’t working hard enough. What he was trying to instill was the need to stretch always for the…
Recently I was having dinner with my wife my sister and brother in-law. It was 7:30 PM on a Friday night in a very swank restaurant in the Twin Cities. You know white tablecloths, low light, and dark wood. The kind of place you take an important client or celebrate…
I was working on a project with my friend Mike the other day and talking about the challenges in our industry: – Increased client expectations – Downward pressure on our fees – The economic turmoil and fear – The future of healthcare reimbursement (we both sell to healthcare industry) And…
Ten years ago, I moved back to Denver. At the same time, a new shopping center opened up behind my office with a Barbershop. Being convenient, this became my shop. I happened to get Bill as my Barber; he is the owner. Now in this center, we have seen restaurants;…
