Past Issues

Vol. 24 Issue 4

Finding Your Champion: A Field Guide for Sales

Elvis. Sasquatch. The ivory-billed woodpecker. In business-to-business sales, finding your champion in a prospect company can sometimes seem like the quest for an elusive creature. The truth is, most champions don’t announce themselves; they need to be identified. (more…)

I Found the Problem—It’s Me!

I’ve been blessed to have a lot of great mentors over the years, and the very first one was my dad. He taught me things that still hop on my train of thought on a daily basis. He was really good at pointing out problems that self-confident, Type-A entrepreneurs (and his kid) suffered from. (more…)


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