Sims Wyeth interviews Andy Gole, president of Urgency Based Selling Sims: Andy Gole and I have been friends for quite a while now. I think of you Andy as a really hard-working guy who has incredible energy, joy in your… Read More »Interview with Andy Gole
There are dangers all around us. Not climate change, not food poisoning, not a car accident. Nope, it’s the danger of impromptu speaking. The CEO asks you a question. You stutter and can’t spit out an answer. Or your boss… Read More »How to be an Off-The-Cuff Hero
God, I was embarrassed. It was a rookie mistake. A few weeks ago I got a call from a large real estate company in New York. Janice, the leader of a large group of brokers, said they needed help in… Read More »My big fat rookie mistake
Persuading someone to buy a commodity requires a microscope. Let me explain. Suppose you sell pencils. Your buyer sees your pencil as a commodity because it looks like every other pencil he’s ever seen. But that’s because he’s not a pencil specialist. He’s looking at… Read More »Drill down. Dig deep. Zoom in.
When Steve Jobs got into high gear as a speaker, many people reported that he seemed to have a reality-distortion field around him. No matter how unrealistic his claims at any given moment, people said they couldn’t help being mesmerized:… Read More »How to be a rock star speaker
Here in New Jersey, scientists grow on trees and work in laboratories, developing and testing molecules for bio-tech and pharmaceutical companies. Every day, they leave the known world to explore microscopic molecular places and witness scenes that quite possibly no… Read More »Science and Business: The Story of a Lost Mousse