Author name: Peter Cohan

The optimist says, “My cup is half full!” The pessimist says, “My cup is half empty!” The presales person says, “That cup is twice

The Credit Card Story: I was doing a demo for a small but important prospect.   The CEO of the company was the key

Discovery should be perceived by your prospects as a two-way conversation, where both parties take away useful information.   “A conversation is a dialogue,

Do you know everything about the products you buy?   “Informed decision-making comes from a long tradition of guessing and then blaming others for

Sometimes a good metaphor or analogy can save the day.   “People don’t resist change. They resist being changed!” – Peter Senge   Years

Waaay back at the turn of the century (2000, not 1900), I purchased a CRM system for my organization, amounting to an investment of

“Drive-in banks were established so most of the cars today could see their real owners.” – E. Joseph Cossman “If all the cars in

Experience is knowing what questions to ask.   “If at first you don’t succeed, that’s about average for a construction project.” — Sam “The