The Value of Negative Space

The suggestion, if you’re thinking like Michael Porter, is to choose which of the objectives are less important. This is often easier than choosing the most important. The situation, your industry, your personality, your client’s preferences and the current status of your relationship will all impact which objective you choose not to pursue. Peel away the onion and see what’s left. […]

Door to Door

I assume he was 100% commission based. Had he attended a training program to build his scripts? Did he build them alone or did the company provide scripts? Where did he live? How much did he make? How much thinking when into his dress. A tie paired with a scruffy, schoolboy outfit. Was it all considered, or was it all he had? […]

I just finished reading Never Be Closing and it’s the most I’ve marked up or dog-eared a book in the last 20 years. There was so much good stuff in it that on my way to this year’s Dreamforce I did something I have never done – I read it a second time!
   --Craig Elias, creator of Trigger Event Selling