Lesson 3 – Move on Don’t mourn the loss of a deal. Let go and move on. Then look to find a hidden opportunity. Here a scenario that may be unpleasantly familiar, a big deal slips away and the sales person goes into mourning the loss. It’s on their mind all the time. They think Read More…

Lesson 2 – The Law of Requisite Variety As it pertains to Sales: The one with the most behavior flexibility has the most influence. I had a chance to control my equation by changing my behavior, but I chose to be at its mercy by staying on the train. This used to happen to me in Read More…

Sales lessons learned through screwing up. I did it, so you don’t have to. I open my eyes, it is 4:58am and my alarm should have rang over an hour ago. Today is my second day at my new job and I am scheduled to accompany my CEO on his trip to Boston. Our train Read More…