The quick brown fox jumps over the lazy dog. I started my career selling Publishing Software & High Resolution Laser Printers before moving into Enterprise Software. Working with Printers &…
Once I was pretty late into an Account. The deal was almost signed when I entered. I couldn’t change it. Then something happened. I did the unusual.First, I didn’t walk…
How are you? That's weird & not what you should be asking your prospects or customers. It doesn't mean anything. Certainly not a conversation starter. For you to have a…
Little bit of negativity is enough to spoil. Imagine two glasses, half-full, one with water & another with coffee. Take one spoon of water & mix it into coffee. You…
John Barrows & M. Jeffrey Hoffman conducted the webinar "John Barrows Goes Back to School: Rediscovering the “Art” of #Prospecting" yesterday or today [depending on where you live :)]. I…
That was Year 1996. I had just then started selling to Corporate. Until then, I was selling to entrepreneurs and small businesses. Selling to corporate called for lot more skills…
I was patiently waiting at a clients place to sell a particular software, let us call "Product A". I knew before-hand that I am likely to meet a foreigner, a…