Value Selling

A child you are caring for is throwing a temper tantrum (known in negotiation classes as the Outrageous Behavioral Tactic) over getting some ice cream. You decide not to buy the ice cream because the child had enough junk food that day. The temper tantrum grows in intensity until you reach your limit. What do … Continue reading Value Selling

Albert Einstein

“Try not to become a man of success but rather to become a man of value. “ Albert Einstein Translation: If all you care about is making money, then you will not achieve maximum success. But, if you care more about providing value to people’s lives, then you will achieve a greater amount of success … Continue reading Albert Einstein

Lita Rosario

Corporate Sales Manager, Hoover’s OnLine It’s an old saying that when the student is ready to learn, the teacher appears. Lita Rosario, a highly accomplished sales manger at Hoover’s Online (one of the most subscribed to business intelligence services), was looking for ways to increase her sales productivity. Understanding sales is a numbers game, she … Continue reading Lita Rosario


Abraham Lincoln once said, “Always bear in mind that your own resolution to succeed is more important than any one thing.” When you read about Lita Rosario above and analyze all of the superstars in sales today, you realize that Lincoln’s quote is still relevant to our success. The passion to follow through on your … Continue reading Passion