Gimme The Honky Tonk Blues: Let’s Meet in Memphis

We’re kicking off a new customer Workshop just outside Memphis from February 22–27.

This is my first time in a city that has shaped modern music. It’s where The Blues became the backbone of Rock and Roll. The fundamentals were built here.

Home of Elvis Presley. I’ll stop by Graceland to pay respects.

The Memphis Blues crossed the Atlantic and helped shape The Rolling Stones (my favorite). Roots → refinement → global impact.

We take the fundamentals of Sales Process and Coaching, the structure, skills and execution turn it into something scalable, repeatable, and powerful.

Memphis proves it: The basics matter. Execution makes it legendary.

If you’re nearby that week, let’s connect. Time to make a little rock and roll of our own.

/by

Memorial at Brown University following the tragic events of December 13, 2025

Last week I attended (virtually, on campus) in the Memorial at Brown University following the tragic events of December 13. Dozens of lives have been permanently altered, and the issue at the core of this pandemic goes unchanged. What are YOU going to do about it?

/by

Are You Going to Buy From Me?

It’s the first thought that most sellers have when they initially engage with a prospect. Conscious and subconscious ideas drift in to try and size up this person, analyze the words they use (is this a Decision Maker?) and determine if this “hot lead” will ever make it into my Revenue Pipeline for a review with my boss (ugh).

This is a tough question to ask someone you just met, although I will include it in a book I have in DRAFT mode called “Shit I’d Love to Say to Customers”. And, if the fantasy of this scenario plays out, and the prospect says “Yes, I am going to buy from you (trumpets sound)”, you then get to ask the most logical, follow-on, seller-centric question ever… WHEN?

Don’t forget to explain to this newly minted, damn-near-customer that you must give your Manager an update on how the call went (GREAT is always the answer) and what the next step is (closing, of course).

A one-step sales process. Meet, Ask the Top Two Questions and Close. Damn, that was easy.

If this works, please call me immediately. We have a book to write, a speaking tour to schedule and umpteen dozens of Workshops to deliver. The good news- the training sessions will be short.

/by