All of these points ring true though in hard times (see the last 18 months) one might be (unwisely) tempted to try shortcuts. Shortcuts tend to focus on hard selling rather than valued (and valuable) relationships.

In the last week, two people independently gave me the same advice to read “Let’s Get Real or Let’s Not Play.” It expands on the points that you covered succinctly and effectively in your blog entry. Thanks for writing.

Tom