Sketching Checklist

For salespeople and sales managers, everywhere… A couple of months ago, I was having a coaching conversation with Sarah Scott of Furniture Mall of Kansas. She’s a rock star with whom I have had the good fortune to watch blossom … Continue reading

Selling is a Conversation…

…with an Intention and an Outcome. As Featured In the ASID Newsletter: For sale professionals everywhere. For us to consider that selling is a conversation is a big deal by itself. But really, that’s what it is. It’s a give … Continue reading

Mind the Gap

For sales professionals, everywhere At any time in the sales period, there is a gap. The Gap is the space between the sales goal and the sales actual. The gap is also the space between the sales goal and the … Continue reading