Just because a customer wants to buy from you, doesn’t mean they are the right customer for you. So many of my clients’ salespeople get “beaten up” on price and problems every day. That’s when customers call, right? When there is a problem. But there are different...

It’s hard to think or plan in terms of decades, but the next one is less than a month away. How do you plan for a decade?  Since it’s such a long period of time, I think the best approach to begin by thinking in terms of the big picture: Where do you want to be 10...

I love U.S. history. I study it and collect it, with a focus on the founding of America. I am fascinated that a group of motivated, ambitious, very young men created the principles, laws, and documents that became (and remain!) the foundation of the United States....

I am so grateful to live and work in the United States. My family left communist Soviet Union in 1978 when I was two years old to chase the American Dream here. As a result, I’ve spent my life enjoying the freedoms and opportunities our amazing country offers. It’s a...

Most of us salespeople spend most of our time with current customers. They call us. They place orders. (Bless them.) They also bring us problems and issues and urgencies all day long. And we must address them. We must resolve them. We must make them happy. There is no...