Qualified Exceptions

Generally speaking, you should never move forward with a prospect until you qualify them. However, no generalization is ever right all of the time, including this one. In my blog, book, sales practice, consulting practice, sales training sessions, etc., etc., etc., I...

Sales as Art Versus Science

Jerry McLaughlin is a very good friend of mine, and a person who’s thinking I respect greatly. He is also the CEO of Branders.com, and the author of the forward of my first book, Mastering Your Sales Process. In spite of all of that, Jerry and I do have a fundamental...