Yesterday, I got on my soapbox concerning networking etiquette and what I believe networking really is all about. And that is building trust and long term relationships. I mentioned that it is a long and difficult process. It is also highly rewarding.

Read the rest of this entry

I’ve managed, somehow, to develop a network of colleagues who will often refer folks to me for many different reasons; potential clients, business owners, and increasingly executives in transition. This economy has become very challenging for everyone.

Read the rest of this entry

I remember several company leaders making the statement that “In the long run, there is no long run.” This was said in the context of getting everyone to feel a sense of urgency around making the numbers for the month or quarter.

Read the rest of this entry

An Economy Driven Sales Reset

It is my opinion that the present economic situation is best described as a “reset in values” rather than arguing over whether or not it is a “recession” or “depression.” We may well see a generation of people whose values are redefined by their experiences during these times much as we have seen the depression generation’s values.

Read the rest of this entry

Shocked and disoriented is probably the best way to describe how companies and salespeople are feeling lately. Virtually everyone is husbanding cash. Nobody wants to be “sold” anything. People still want to buy, but only when and what they want, not what someone else wants them to buy. Now what?

Read the rest of this entry