My old friend Jeff Rybak died suddenly on Sunday. He was 47 years old. He leaves behind Amy, his wife of 23 years, and their three children (Nick, 20; Erica, 17; and Ian, 9). You know what? Jeff leaves behind everyone who ever interacted with him. He was a special guy, with equal parts strength … Read more
You ever have the experience of watching a movie with your parents that you really shouldn’t have been watching with your parents? Sure you did, and so did I, on multiple occasions. One of the most memorable was Fast Times at Ridgemont High. So think of this film, and unless you’re mentally ill, the first … Read more
One of the first things you learn in sales is that after your prospect has agreed to your terms, stop talking. (Or: after the close, shut up.) You can only hurt yourself if you keep running your mouth. You may put an objection in your customer’s head that hadn’t occurred to him. Nod, smile, and … Read more