In the autumn of 1988, IBM Denmark convened its System 36 and AS/400 salespeople for an internal after-hours training session on Navigator, the financial management system from the small Danish [...]

Would you invest in assets that seem to steadily lose their value? Would you hang on to assets that have kept losing their value for some time? Of course, you would not. You want assets that have [...]

Are you a blogger or do you aspire to become one? Would you like to reach an audience of business development, sales, and marketing people in the information technology industry worldwide? Then [...]

For more than forty years I have suffered from a to-do list that was always longer than the time I had available. Am I alone with this challenge? I don’t think so. When I started my own [...]

You may be familiar with the experiment where you ask a large group of people to (individually) guess how many colored balls there are in a jar. Almost no one will get it right. But if you take [...]

By coincidence, I came across a little book by Don Miguel Ruiz, titled The Four Agreements (A Toltec Wisdom Book). According to the cover, the book is “A Practical Guide to Personal [...]

I have been working since I was 12 and my conclusion is clear: It Is Always People First – Then the Rest Will Follow. If you want to build and run a successful business, if you want to [...]

Did you read In Search of Excellence, Built to Last, From Good to Great or The 7 Habits of Highly Successful People? Did any one of them make you successful? Of all the people who bought and read [...]

Preparing for a keynote presentation to an audience of telecommunications vendors and their channel partners on the anatomy of the software industry, I took an inventory of all the software [...]

The proposal is the very last stage of the sales process. It is the confirmation of what we have already agreed during our discussions with the client. If you make the proposal too early in the [...]