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The author tells a short story whose lesson about which questions media sellers should avoid is engaging and fun. Read More

The author describes a recent car buying experience - offers some insights on how the sellers could have been more productive and provides a surprise takeaway at the end. Read More

The author describes the day he learned about clarifying vague expressions with a little help from his mentor, Dick Harlow. Read More

The author describes a sales meeting delivered by his mentor, Dick Harlow, in which problem solving methodology was introduced in a fun and interesting way. Read More

the author recounts the lessons about the elements of effective sales meetings that he learned from his mentor Dick Harlow. Read More

The author describes a fictional account of a sales meeting in which the new sales manager is introduced and describes his philosophy. Read More

The author discusses the need for sellers to have "finish lines". Read More

The author recounts a conversation with his former boss in which the definition of failure is debated. Read More

The author describes the challenges of building revenue while operating in a "no deadlines" media sales environment. Read More

The author's experience during and after a sales call reminds him of lessons learned in church. Read More