Been thinking about my father, my grandfather, my uncle and their monuments.

Do you sell to accounts or work on territories? Have you ever been disappointed in the number of managers that talk about your contacts and/or clients' names? Me too. Wanna know a secret?

Hello world! Please give a warm welcome to a brand new author, Pierre Le Pennec! Enjoy his first article and be ready. You will be seeing much more from him. Stay tuned!

Guess what happened today? Rick Roberge shared with me one of his RainMakerMaker secrets.

I have always hated Entrepreneurs, but not nearly as much as I love them.

This one took a while...

I've been watching it happen, but it's been a busy few years.

Last week, my son posted a slide that really made it clear for me and I hope for you.

I considered an alternative title.

GNP, Fortune 500 or Quota Busters

We can decide later.

How's that one, Joe?

I have three 'real time' things that I want to write about.

• A tweet that a friend sent me as blog fodder.
• A question about hiring new grads to sell to smart engineers.
• How to hire the wrong guy correctly.

Have you been watching the news? Apparently, 'Hank the Tank' has been causing quite a ruckus in the Tahoe area.

We watched the Closing Ceremonies last night. Today is Presidents Day in the US. I have one call and I'm taking Elaine to Freeport later. So, I'm letting my mind wander as I'm drinking my coffee.

So, as usual, something happened today that caused me to write this short article.

What is the ONE THING on a sales call, that if it happens,

• EVERY wall will be taken down?
• EVERY objection and obstacle will disappear?
• Your prospect will try to SELL you on letting them buy?