This edition is taken from our forthcoming book tentatively titled, Techniques for Successfully Closing Deals in the 21st Century. New Year’s Resolutions We all make them and in many cases they are short lived, often falling by the wayside before March 31. So as we ponder what the new year will bring, most in
Watch almost any media talk show and the interviewer will often interrupt the guest trying to answer the question just posed. This is such a common phenomenon that it is accepted behavior perhaps driven by ratings that come from on-air confrontation. It is part of the culture! Why ask the question if you’re only going
Since it was first uttered in the early 1990s, the phrase “It’s the economy stupid” has been used and misused extensively. Let’s squander the lexicon one more time. The US ‘silly’ political season is well underway and forecast to last almost 13 more months—no telling what voodoo economics will emerge. Those of us with our
Over the past couple of weeks this writer has been part of several conversations regarding the value proposition of technology for established as well as startup companies and how to articulate it. This remains a tough subject and we have been addressing it over the years. However, there is an approach that is successful when
