Applicability 101
I refer to corporate sales as "wholesale" and individual sales as "retail." In the former, you find a single buyer who can acquire products and services for a wide array of people at significant prices. In the latter, you have
The Search for Evidence
Buyer: You need to coach her, she's just not a team player. You: What's your evidence of that? Buyer: I can just feel it. She doesn't seem invested in joint success. You: But how do you know that? Buyer: I have a gut feeling. You:
Are You Feeling What I’m Thinking?
Therapists are famous for responding to a patient's comment with: "I didn't ask what you thought about your family, I asked how you feel about your family." My observation in business is that logic tends to make people think and emotion tends
How Does This Work?
Someone in my community who's a technical whiz just explained to me how to use the terrific magnifier on my iPhone X. There isn't an instruction at all that comes with it. In fact, when I received my new iMac
Who’s Allowing This?
Here's something I've learned repeatedly in consulting and in working directly with the highest level, best-performing executives in Fortune 200 companies: When you find a performance deficit of any kind, do not start with the performer in terms of correction.
It’s This Simple….
Clarity and simplicity are two foundations of value. Stop self-editing by saying, "How can I provide the buyer with something this simple?" Simple answers to complex issues are far better than complex answers to simple issues, trust me. If people
Please Don’t Leave A Message At The “Beep”
Both Kensington and FileMaker put representatives on the phone within a 90-second wait to help me make adaptations for my new iMacPro. High tech, high touch. Apple provides 30 minutes of live phone time when you purchase the iMac or
A Day At the Office
The Patriots beat the Titans last night as they should have, one of the very best teams in the league playing a team that is lucky to even have a winning record. New England fans started leaving in the third
Why Did This Happen to Me?
You can't blame your bad luck. You can't blame God. Or the Fates. Because it's usually your fault, and even if it isn't, you're still stuck with making it better or right. Branch Rickey, the general manager of the Brooklyn Dodgers, who brought
The Fault Is NOT In Our Stars
That horrible Amtrak accident, with excessive speed, was almost certainly caused by human error. While I haven't seen the cause of the Atlanta Airport fire, placing the backup system activation so close to the primary—thereby enabling one event to wreck
