What people with memory loss can teach you about things that don't matter.

Thoughts on a common sales objection, "We already have a vendor."

With one elegant question Kyle sold my a new watch.

What a home renovation project is teaching me about having a better life.

I was recently asked, "What would you do if you were a new SDR expected to cold call and didn't have much training?" Here are my thoughts.

When you're feeling disturbed, remind yourself of the nature of the thing that's doing the disturbing.

Why traditional cold calling creates resistance and the debilitating feeling of rejection. Plus the way out.

A new cold call opening line lowered my guard.

Thoughts on why facts, logic and reason don't persuade with Steve Shull.

Why objections are an illusion.