Remembering someone’s name sounds basic, but it can be the most powerful thing in creating relationships. And I’ve had to work at it.

Success isn’t just what you build—it’s who you become while building it, and those you help along the way.

Word of mouth is inexpensive, but also unpredictable. And if it’s your sole source of sales opportunities, you may be flirting with disaster.

Sometimes things you’ve seen your whole life speak to you in a new way in a moment of inspiration. And it also happens to be the secret combination for success in business development.

Brand meaning lives in the space between intention and perception. I’ve laid bare my intentions, but the perception is all yours.

How I learned to overcome Don Henley and realize what it really means to be successful in a sales role.