Don’t Talk Your Way Out of a Sale

Don’t Talk Your Way Out of a Sale

When I was seven years old, I watched an encyclopedia salesperson turn a guaranteed “yes” into an emphatic “NO!” (For non-boomers reading this, an encyclopedia was kind of like Google, but in 25-volume book form.) My father wanted to buy a set of encyclopedias. The...
Preparing for the Pivot

Preparing for the Pivot

I don’t know about you, but this coronavirus crisis has lost its novelty for me. This is the longest time I’ve not been on an airplane in 30 years. And, as much as I’d like to be heading somewhere next week—a goal my wife would also approve of—I think it’s unlikely...