The United States of the mid 19th century is ripe with stories of its timeless legends and colorful characters who helped weave the historical events that defined the Great American West. The stories and movies about the adventures of lonesome cowboys, ..

Their number one job to be an instrument of market exploration and their number two job to be an instrument of market expansion.

The reality of entering and competing for markets today, gaps exist between the categories in this model that are large enough to derail the most promising startups as they transition from one category of customers to the next.

Sometimes you just need to remember how you played a game that many of you probably haven’t picked up since you were 12.

Rocky. The Karate Kid. The Average Joes. Rudy. Underdogs. We love them. They are the people who use their grit combined with their well-coached and newly acquired skills to make waves, cause the odds-makers fits, and run up the score. When you get fund...

Today, when you examine the toolbox of the modern sales professional, many of us immediately see the abundance of options in the marketing and sales stacks that decorate most of our desktops…I have tools that can disguise my phone number, I know when so..

How about the state of Markets, being Market Dominant, or simply being an “also-ran?”

You can go sell any damn way you want…if you DON’T want to dominate markets. Why? No one will care.

Ask 50 bartenders how to make the best Tom Collins and 48 out 50 will tell you: Pour 1 oz Freshly squeezed lemon juice, 1 1/2 oz Gin, 2 oz Carbonated water and 1/2 oz Sugar syrup and shake. Now ask 50 sales professionals how to “make” the best Discovery..

His strategy was to map the 30 sections – or “pitches” as they are called in climbing parlance...