Blog

The impressive fountains of the Bellagio Hotel in Las Vegas may hold keys to sales success.  What can we learn from them? Sales success requires an engine underneath, that is critical to long term success, but it’s missing from many…

I’m sitting in Atlanta Airport, home of Delta Airlines, looking at the extraordinarily busy, but purposeful, movement of vehicles, equipment and planes, and a thought hit me ... How can so many industries have such highly-efficient, logistics systems and, at...

How fast your customer makes the decision to buy really matters – but not in the way that many people think … There is always a conversation in the sales world about the speed to conversion. The faster you can...

What do JR Ewing and a boy born and raised in small, country West Australian towns have in common?  And it’s not that we both wear a genuine Stetson hat like a boss! We both experienced the entrepreneurial spirit alive...

Every time I go to a new city I wonder what I’m going to find.   What will it be like, what will I SEE, what will the people be like?   Will I like it and want to come back?  Is...

In sales we always talk about value and price. But there's another dynamic in play ... fairness! Are value and fairness the same thing? There is a wonderfully informative and funny TED talk by Frans de Waal, about how fairness...

I believe that business and enterprise truly are two of the most powerful forces for good on the planet ... if held in the hand of the right leaders! For so many, the business dream includes the idea of making...

What would you do if you had absolutely nothing to get started but your life depended upon you launching a new product or starting a new business? I recently watched a wonderful movie called "The Boy Who Harnessed The Wind"....

What if we're getting it all wrong?  What if we assume more motivation in the sales process than there actually is? The attached model describes a four step sequence that people go through when they're making a decision. Initially, we resist...

We've all had that moment of the "Big Idea".  You thought of something everyone needs and you're sure it is going to make you a fortune.  Sadly, the idea itself has no value ... Even the greatest ideas in history...