The Importance of Goodwill

The Importance of Goodwill

My TV knows when my wife is out of town. All of a sudden, there’s no Breaking Bad, or Homeland, or OITNB, or any of that. Instead, I’m flipping between Discovery, NatGeo, Smithsonian, NBA Classic, and C-SPAN. That’s how I ended up on the couch eating...
Stupid Customers

Stupid Customers

“I hope you don’t think I’m stupid.” When a client says that, there’s only one right answer – of course not! But it helps when you mean it. I meant it. I was on the phone with a highly skilled professional who I knew was very, very good at her...
Just Say No

Just Say No

“Tom, looks like we finally have something cooking!” That’s how the call started. A long-time prospect was on the phone. I’d spent countless hours on the phone with this guy over the years, looking for one angle or another, trying to find a way we...

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