When Calling High is Painful

Sometimes calling high (meeting with CIOs), works out and you get the deal. Other times they make you feel stupid and treat you like dirt.  When this happens, remember: You are a profit center (if you are in sales), they are a cost center – overhead You get paid on commission, generally commensurate with the […]

Hiring Great People

Jim Collins tells us in his book, “Good to Great”, that successful business planners start by assembling a top-notch team, and then figure out what they will actually do for business.  The people matter, and the best offerings will fail without great people.  This Friday at 11:30 I will be addressing this critical issue – […]