Author name: Peter Cohan

“Ugh – I learned it the hard way. This would have saved me five years!” “I didn’t realize what I was doing was a

A sales methodology trainer shared this intriguing story: “There were two vendors competing for a prospect’s business, a very large opportunity. Both vendors were

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