Christopher Smith

Lost in Translation...?

Q: What does the critically-acclaimed 2003 movie, Lost in Translation, starring Bill Murray and Scarlett Johansson have in common with selling value in 2019?

A: Let’s begin with the premise that, like beauty, “value” is in...

Mark Shonka

Taking Control

In sales, we control almost nothing. Think about it. Regardless of what we do and how we do it, we cannot control so many of the factors that contribute to our success such as: the economy, the industry we work in, our products/solutions, our pricing, our customer’s procurement practices,...

Tony Ennis

Winning vs. Success

Sales professionals are often defined by their win rate.  Clearly, our companies and families are counting on us to win… but, are we missing something by focusing exclusively on winning?  I believe so. 

As is often the case, I recently learned something from...