The Value of Negative Space

The suggestion, if you’re thinking like Michael Porter, is to choose which of the objectives are less important. This is often easier than choosing the most important. The situation, your industry, your personality, your client’s preferences and the current status of your relationship will all impact which objective you choose not to pursue. Peel away the onion and see what’s left. […]

Door to Door

I assume he was 100% commission based. Had he attended a training program to build his scripts? Did he build them alone or did the company provide scripts? Where did he live? How much did he make? How much thinking when into his dress. A tie paired with a scruffy, schoolboy outfit. Was it all considered, or was it all he had? […]

Hurson and Dunne have produced an intelligent, easy-to-understand guide from which professional and novice sales folks alike will gain a great deal of comfort.
   --Booklist, July 2014