What works and what doesn’t work around here?

A true story. Once upon a time, a 56-year old man died of a heart attack. He had spent 25 years building a construction company to about $10 million in annual sales. He unfortunately smoked, drank, ate poorly, and did not bother with exercise. This led to his early...

ABC is dead, long live ABV

In 1992, the sales-themed movie Glengarry Glen Ross probably created the most over-hyped sales slogan ever repeated – “Always be closing” (ABC). That may have worked in the ’90s, but the game of sales has changed. The days of ABC are gone. Today, the price your...