Over the last several, I have had the opportunity to coach and train sellers on the art and science of negotiation. New or less experienced sellers often express anxiety about this learning goal. When questioned as to why; they usually say it’s because they lack experience in negotiating. I express…

Over the last several years, I have had the opportunity to conduct approximately 1000 sales coaching sessions, with a diverse set of sellers across different demographic groups. A majority of these individuals are classified as millennials. There are several different definitions of classifying millennials. For purposes of this discussion, we…

“Navigating the Current Business Climate: How Sales Professionals Can Adjust Their Approach” I was recently chatting with a sales professional who has I would say about 2 years’ experience in B2B sales. He mentioned how challenging the business climate was becoming. Which is true and should be expected. But if…

Understanding the 2023 Tax Changes: New Brackets, Higher Limits, and Planning Strategies The 2023 tax changes include new income tax brackets and a higher standard deduction, as well as higher contribution limits for 401(k)s, IRAs, and HSAs. These changes have been adjusted for inflation by around 7%. When considering these…

“Cognitive Selling” Happy to share that my first book “Cognitive Selling” is now available via Bookboon. Hopefully the first in a series of books. Here are options to access it. This is thelink https://bookboon.com/premium/books/cognitive-selling where you can purchase “Cognitive Selling” individually for 8.99. Before doing that please note: Many organizations already have corporate subscriptions to Bookboon. So, you should check if your organization does and find out how to get access.

I am proud to announce my first book is about to be published. The book titled “Cognitive Selling” will be available this month, Feb of 2022 at https://bookboon.com/ Designed to help salespeople learn to change the way they think about sales so to better influence their customers’ actions. Like everyone…

Excellent article!. Easy to understand since it put things in perspective.

“Men, it has been well said, think in herds. It will be seen that they go mad in herds, while they only recover their senses slowly, and one by one.” Charles Mackay “Fear incites human action far more urgently than does the impressive weight of historical evidence.” Jeremy Siegel “The four most dangerous words in investing are: ‘This time it’s different.’” Sir John Templeton “Goodness is the only investment that never fails.” Henry David Thoreau

Throughout my professional life, I learned that by asking questions (especially the right ones) one can learn a lot. This article is an installment in my series of interviews on insightful people within my network. …