The Decision Behind the Decision
October 13, 2026
A client from years ago called me recently. He wasn’t shopping for a service. He was standing at a fork in the road: keep
New Book: How to Happy Hour Your Way to a Million Dollar Deal
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A client from years ago called me recently. He wasn’t shopping for a service. He was standing at a fork in the road: keep
This week a client told me, “I am meeting people, but they aren’t closing, and what I do is so specialized, the timing has
You had the meeting. It went well. They nodded in the right places, asked about timing, and said “send me something.” You sent it.
My dad spent his career in technology, working on the big mainframes, the AS/400 systems that filled entire rooms. He had a genuine
I’m heading to a fundraiser this weekend with a theme of music through the ages. Guests are supposed to pick an era and
Is It Actually Still Happening, or Are You Just Hoping It Is? When you’re a full sales team, a stalled deal is a
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