Proximity to Power

Proximity to Power

It’s a myth that proximity to power will change your federal sales outcomes. I’ve seen the empirical proof over many years. I’m speaking of physical closeness, such as selecting office space locations or traveling excessively to support meetings....
ARE YOU CAMERA-READY?  ZOOM-READY? VIDEO-READY?

ARE YOU CAMERA-READY? ZOOM-READY? VIDEO-READY?

I recall a specific moment in 2003 when the use of small digital cameras was proliferating rapidly. Incorporating cameras into phones was just upon us. I was admittedly slow to appreciate where the technology was moving. “Who would need a camera embedded in...
Some Reminders from the Front Lines

Some Reminders from the Front Lines

I recently attended and spoke at the Defense Leadership Forum in North Florida. It was a successful event in a hybrid live and virtual format. It was my first live event in many months, but the second since COVID-19 caused us all to retreat. Below are some...
How to Make the Ask

How to Make the Ask

I talk about “the ask” in a lot of different ways in my book and writings. Some may have read or seen my concepts of muddling your message or the eight-minute ask. The idea is no other than what a salesperson might describe as “asking for the order.”...
First World High Order Solutions

First World High Order Solutions

Regular readers seem to appreciate my boating storylines, at least as confirmed by my sophisticated empirical research. I recently searched for a towing pad eye, to tow one boat with another, both safely and over long distances. The definition of a First World...