Over the last few weeks I’ve been engaged in discussions with a number of talented and experienced sales professionals. Our conversations have focused on various aspects of the sales process including: establishing credibility, understanding customer needs, reviewing various options and recommending a solution. Everyone was in agreement about one thing. No matter where you are [...]

A few weeks ago I had the pleasure of speaking to the Pro Track 2009 program of the National Speakers Association, Northern CA Chapter. Pro Track is a year-long professional development program for people who want to learn the business aspects of the public speaking industry. Group members meet one Saturday a month for a year. [...]