Is Rachael Ray a Recipe Thief? No…And Your Sales Idea Wasn’t Stolen Either
Is Rachael Ray a recipe thief? The answer has a lot of overlap to sales philosophy and theory…oh, and that answer is “no – she’s not” Three weeks ago, my wife was leafing through a cookbook published by the chef Rachael Ray. She landed on a...
The First B2B Telephone Cold Calls
The First B2B Cold Calls Do you remember making your first telephone “cold call”? You probably just did it, right? Very little forethought, other than the fact that it was part of your job. My first selling job required a certain number be made each day, selling...
Why Is The Time Right For Transparent Negotiations?
Why Is The Time Right For Transparent Negotiations? Why are we still negotiating like it’s 1985 – when the deal itself was the peak of the selling relationship? In today’s economy, where the proliferation of information is abound, and where the deal...