What’s driving your prospect’s, customer’s or client’s decisions? While there are lots of influencers, there are three crucial areas: 1. what they see 2. what you say, and 3. how you say it Or your

There’s a unique rhythm to the summer—with its hot days, comforting winds and flurry of fun. While the preceding hasn’t come to an abrupt stop, it all seems a wee bit different now. Kids no

As I travel about the country, helping CEOs, entrepreneurs and their people grow their businesses, I never know what cool stuff I’ll find in the halls and on the walls. Once, I spotted a beautifully

As I travel the country, working with clients in varied industries, there’s a recurring theme. It pops up during speaking engagements, consulting assignments and even 1:1 coaching…with CEOs, leaders and top sales producers. Folks continually

A client once asked, “Jeff, what are the worst things you’ve ever seen a sales or businessperson do?” Yikes! Just remembering these tales of terror, sends shivers down my spine. Okay, the following may be

How would you like to replace the competition that’s serving the customers you’d like to be serving? Wouldn’t that be nice! However, it’s unlikely, because buyers or decision-makers are often reluctant to change, even if

I first wrote the following in 2001, following 9/11. Over the past 19 years, I’ve shared it in keynotes, results-sessions, newspaper columns and interviews. And folks always tell me, “It’s relevant and timeless.” May it

Have you ever wondered, “What can I say to—or ask a prospect—that’ll help replace or eliminate my competition?” Yep, thought so. While your desire to replace or eliminate your competitors is admirable, unfortunately, it’s highly

A client recently asked me, “Jeff, are there certain business principles that always stand the test of time?” Intriguing question. It prompted me to reach for and dust off—an old workbook from a shelf in