David and Marhnelle Hibbard are the authors of a new book on sales called SOAR Selling: How to Get Through to Almost Anyone--the Proven Method for Reaching Decision-Makers. You know I have strong feelings about salespeople using the telephone. I picked up

Reaching Decision Makers

John Robb has a very varied background, so he's difficult to describe. He has a military background, having been in special forces and working with Delta Force. He worked for Forrester as the first internet analyst. Then he built a number of businesses, o

On Red Teams, Resilient Communities, and this Disruptive Age

Weldon Long has an amazing, inspirational story. If you have any doubts that mindset is the foundation of all of the results you produce in life, I offer you Weldon Long as my refutation of your doubts. While in his third term in a federal prison, his fat

The Power of Consistency

Mike Schultz is the President of Rain Group. Mike and Rain Group just released their new report, What Winners Do Differently: The surprising difference between sellers who win the sale and the second place finishers.  Rain evaluated 700 purchases to

What Winners Do Differently

Jill Rowley is social selling evangelist. As one of the first 100 employees hired atSalesforce.com, as the Eloqueen at Eloqua, and now in her new role as a social media evangelist in sales enablement at Oracle, Jill is the perfect example of some

On Success and Social Media