As it turns out, our brains process the words we read in the same center as we process the spoken word. When we read, our brain is basically reading to itself, then listening to what it just read. In other words, the spoken word and the words we read are processed in...

Do you often wonder, "Why does a prospect who's so excited about what we do and the potential impact on their business suddenly decide to stick with their status quo?" It's probably not them - it's more likely YOU. The journey is more important than the reward! When...

As a guest on this week's "The Buyer Enablement Podcast", Joshua Feddie allowed me to go on a rant - a rant I hope all take heed of. As sellers, we have been given incredible gifts in the form of technology...the phone, email, LinkedIn and now video. As a selling...