Sales Lab Posts

I stopped in to see a customer. He asked, “How’s the weather out there?” Heck, he’s on the tenth floor, big office, picture windows to the...

I met with a senior Project Manager from a European engineering firm. She saw my sales model and said, “I only have experience with the pres...

A friend is looking for a new job. Along the way, he created a great sales technique.  He has two offers developing, and is trying...

In order to get more done, I am constantly trying to simplify my work. I hate tasks that contribute little value. I started with a briefca...

Have you ever known a manager who agrees to a one-year plan on January 15th...and by March 1st knows that there is no way the goals can be m...