Crains New York

In February 2015, I was approached by a seasoned and well published writer, Judy Messina, regarding an article for Crains, NY.  The essence of the story was, “Senior” Entrepreneurs who launched businesses, essentially after  25- 30 years of working for...

One of my Passions

In the middle of 2014, I was fortunate to meet Jonathan Taylor, who was putting together a book on Golf and Business. He asked me to write a chapter, a contribution. Most certainly he struck two great chords for me: (a) Golf as a life-long duffer and (b) Business....

My Drug of Choice

Here it is, Wednesday morning. On Tuesday I received confirmation of a large software approval with a well-known US Government Agency. Last Friday, I received an Enterprise purchase order from a top Credit Card company. I had worked both these deals for many months...

The One That Got Away

The One That Got Away I caught the proverbial fish and it was this BIG. Back in 1999, I was working with a growing but still smallish system integrator out of New Jersey with 12 offices, who received an invitation to bid on a contract that was for a very large...

2.32% – A Real Sales Story

The first objective of a salesperson, a closer, is the financial gain from booking a sale. Second on the list relates to winning the deal. Everything else is … not on the list. Comp: This story begins and ends with the sale: a large sale. The sales rep, Mitch, had...