06/04/10 - Has This Happened to You? I observed a presentation seminar recently and once again felt my blood boil when a participant--asked what he got out of the experience--rep...

05/09/10 - They say when everyone is buying, you should sell and when everyone is selling, you should buy. The same holds true in presentations. If everyone is using PowerPoint, the...

05/09/10 - Sometimes fortune lands on you when you least expect it. I had been periodically calling/emailing two companies to follow up on conversations about sales training they ha...

08/17/06 - In the movie "Three Men and a Baby" -- the story of three bachelors suddenly finding themselves with a baby to care for -- there is a scene where two of the men return fr...

08/17/06 - No doubt you read recently that the TV networks are cutting upfront rates in response to a very soft advertising environment. The exception is CBS. It is holding firm bec...

06/06/05 - Think of the best business and political communicators: Jack Welch, Bill Clinton, Steve Jobs. One key thing they have in common is their ability to make the abstract mean...

06/06/05 - As the pressure builds for most Internet-related companies in 2001, this seems like a good time to retell the story of the blind men and the elephant. Three blind men...

06/06/05 - Riddle: Four frogs are sitting on a log. Two decide to jump off. How many are left on the log? Answer: Four, because deciding to do something is not the same as actua...

06/06/05 - Here's a joke for you: Susan breaks up with Jack, a man her mother adored, and begins dating Mike. Every time her mother calls, she asks Susan about Jack, how he is doing...

06/06/05 - In the movie "Three Men and a Baby" -- the story of three bachelors suddenly finding themselves with a baby to care for -- there is a scene where two of the men return fr...

06/06/05 - Putting PowerPoint (or any of its presentation cousins) into the hands of some sales reps is like putting matches into the hands of some children. The results often lead ...

06/06/05 - If you've ever seen figure skating, you know what a pleasure it is to follow the skaters on the ice because they move so gracefully from one step into the next, seemingly...

06/06/05 - I'm delighted that the ClickZ folks have asked me to do a monthly sales column for its time-strapped media sales visitors. Since meaningful sales training often takes a b...

06/06/05 - Ever have trouble getting your ideas across to advertisers? Do you secretly think they may not be very bright? Most likely it has nothing to do with their intelligence, b...

06/06/05 - Charismatic communicators are able to make the abstract meaningful, and the meaningful simple. Successful people achieve this effect with metaphors and stories. (Fortune ...

06/06/05 - Working at warp speed, good ideas for building client relationships can fall through the cracks. Here's an easy, short and unusual team exercise to capture those ideas. ...

06/06/05 - A famous proverb says, The more things change, the more they remain the same. But one thing that has not changed is that good selling remains good selling. Data dumps, ev...

06/03/05 - No doubt you read recently that the TV networks are cutting upfront rates in response to a very soft advertising environment. The exception is CBS. It is holding firm bec...

06/03/05 - Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South A...

06/03/05 - Next week, I leave on a much-anticipated vacation to South Africa, which reminds me of another unique vacation I took to the Rocky Mountains of southwest Montana and the ...