Month: December 2012

The worse thing you can do on New Year’s Eve is lose hope! Perhaps you’ve dreamed before and have been disappointed? Maybe you’ve grown accustomed to “life not being fair”? Maybe you’ve lost belief in yourself? Or maybe you think resolutions and goals are just a bullsh*t exercise we’re obligated to do this time of … continue reading »

How many times have you met someone for the first time, who rattled through their name so fast, you had no idea of what they just said? If you’re like most people, you may or may not ask them to repeat their name once, but would you do it twice, or three times until you … continue reading »

I often reflect on John Lennon’s words “So this is Christmas and what have you done” and feel a tremendous sense of “Not a damned thing John” but he keeps singing and the world keeps spinning and . . . I begin an inventory of things that I haven’t done, don’t have and sprinkle in … continue reading »

Companies spend a tremendous amount of time and energy crafting value propositions. Too many times their sales meetings and conventions turn into a brainwashing session in how to deliver the value proposition. Meanwhile . . .the customers and prospects could care less. Why? Because it was based on perception and not in reality It was … continue reading »

The other day I was making my way towards a busy line at the bank when a woman started to cut me off. In that instant I remembered that it’s the holiday season and stepped aside and said “After you Ma’am.” I made a note to self. Over the weekend, I found myself racing and … continue reading »

A few months back I had a major “Aha” moment. I realized that as much as we’d love to be able to continually learn, we all have challenges. For some, its a time thing. For others its a straight up cash thing. And there are quite a few people who are not digging the whole … continue reading »

There’s something you need to know about me and you don’t have to like it . . . My heart has ultimate editorial power on my blog so if something moves me, and strikes me emotionally I’m going to write about it. Failure is an unfortunate part of life (it’s actually a really cool part … continue reading »

A while back, I was listening to that song “We need a little Christmas” and it made me think of these 50 Random Thoughts For The Holidays . I tried my best to create it with the goal of bringing you a smile and a dose of perspective. Sometimes we forget some some really important things … continue reading »

Let’s get the obvious one out of the way first. Your clients: You would think this was a no brainer and yet, many people miss this one completely! For some, it’s an “I’m too busy” thing. For others it’s a “bah humbug. I don’t get into the holidays” attitude. Either way, it’s an opportunity to … continue reading »

Sometimes we complicate things and in the process of complicating, we zip right by the obvious. Stephan Schiffman mentions a really cool technique in his book Cold Calling Techniques That Really Work. He mentions that one of the easiest things for us to say in response to a phone objection is simply “Why don’t we get … continue reading »