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This is an excerpt from my forth-coming book with Hendre Coetzee, Shiftability: Creating a Sustainable Competitive Advantage in Selling which will be released in early 2017. Sign up for my email newsletter on the homepage to receive more information about Shiftability. Bruce Lee, one of the most influential martial artists of all time, initially trained […]

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Building blocks are not just for kids! Sales people need them now more than ever. Let me expand and explain. As sales people we are told to “just go sell”. Get more face time with our clients. Understand what they need and then deliver it. Simple, right? From that single perspective yes it is. And […]

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Nobody cares how much you know, until they know how much you care. – Theodore Roosevelt As sales people our past success over several decades has been driven by data – data in the form of what we KNEW. Our success in “selling” was once based on the information that we had in our heads, the […]

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Irregular and irreverent rants and ravings from a SALES FANATIC. We have learned over years of working around the world in every country where commerce exists that the meaning of words often times have huge variations. What I think I am saying can sometimes most certainly NOT be what my listener hears.  And this does […]