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Some call them blogs—we call them must-reads

“Extraordinary claims require extraordinary evidence.” – Carl SaganThe ‘Sagan Standard’ is generally meant for astronomy and other sciences, but it applies to selling, too. Here’s what I mean—if you want to close deals, you must back up, or offer proof, for everything you say. This...

Mulligans. It’s probably the greatest invention in golf. What’s not to like about taking another shot if you didn’t like the previous one? Building relationships online through social selling is a lot like taking mulligans. You get more than one shot because it takes many...

I absolutely love this time of year. The days are long, the weather is warm, and I’ve watched and played many rounds of golf. Watching the world’s best golfers play some of the most beautiful and iconic courses in the world is something I look...

Do you know why most sellers lose deals? The reason is simple—there’s a major disconnect between the seller and the buyer, and it’s often in the difference of approach. When you don’t connect to the buyer, you are risking the opportunity for the individual to...

First you need the right to be here. Playing golf requires a minimum understanding of the rules and how the game is played. You need to learn the etiquette of the game so that you can play respectfully and safely.Just like golf, the right to...

When an advance copy of Donald Miller’s “Building A Story Brand,” arrived in the mail, my initial thought was, “Do we really need an another book that extolls the power of storytelling in sales and marketing?” The subtitle, “Clarify Your message So Customers Will Listen,”...