Monthly Archives: April 2011

Who’ll Be The Next In Line?

I’m working on a book about salesmanship with someone who’s been selling for so many years that she forgets all that she knows.  When she was helping me design my own sales cycle, she came out with this remark which I urged her to include in her book: “Creating opportunities for yourself is hard work, […]

Writing To Be Read vs. Writing To Be Understood

The visual component of your writing style factors increasingly into whether people read what you write.    When we practiced writing in school, we assumed, reasonably, that our term papers or essay questions were being read if they were being graded.  This relieved us from the pressure to attract and hold a reader’s attention.  This allowed […]