In Herman Melville’s eponymous 1851 novel “Moby Dick” the crew of the Pequod seek out the mysterious and legendary white whale Moby Dick.

1. The hero of the story is not your product.

“To train or not to train?” – that is the question

I was with a client the other day and they mentioned a conversation they recently had with a prospect.

People have been selling things since the dawn of time, whether it be ice to Eskimos or fish to market.

When we talk about sales process the bottom line is that everything counts. To get to D you must go through A, B and C.

Many businesses delay training of any sort as they see it as a burden not an investment, it’s just something they have to do.