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Earlier today, I talked about the problem with free content and how it typically hurts people in the long run. At the end of that post, I talked about low cost things you could do to hone your craft. One of the items (a magazine) is like 6 bucks but still, many people won’t bother … continue reading »

I can’t even begin to tell you how many people I have worked with who are slowly burning themselves out at work because they think somewhere its written that they’re supposed to. I kid you not! I know of people who are sticking around the office after 5:00 not because there’s important stuff to do … continue reading »

I’ll go out on a limb and assume that getting poor results and failing are not on your “Things To Do” list. We all have hopes and dreams and then life has a way of creeping in and much like a heavy current; it sweeps us away. Away from the things we want. Away from … continue reading »

There was a long stretch of time where I probably set hundreds of goals. Unfortunately, many of them stayed on the pages of my journal. They never came to fruition. I believe in the power of positive thinking but I feel it’s a bit misleading and at times unrealistic. I don’t think it’s realistic to … continue reading »

Truth be told, I’m a firm believer in working a process during my face to face prospect meetings. I do this for a variety of reasons: 1)    I don’t want to get into a price discussion prematurely. “Prematurely” in this context is before we had an opportunity to create value. 2)    When we let a … continue reading »

There’s nothing wrong with great follow up skills or even someone who demonstrates that they are hungry for the business but . . . Unfortunately, it can go over the top at times and two things can easily happen. 1)    You become a pain in the ass 2)    You can look desperate In some ways … continue reading »

Have you ever stopped to think about WHY you procrastinate? Typically, there are two reasons. The first one comes to you courtesy of a 10 year study from Dr Piers Steel where he found that at the core of procrastination is a fear and even a disbelief that the task can be done. Makes sense … continue reading »

Download this episode (right click and save) Podcast Powered By Podbean Do you remember the days when you couldn’t wait for summer vacation? Unfortunately, with a thriving business, I experience most of my summer through my kids but . . . I still manage to balance the activities I need to do to continue to … continue reading »

There’s something going on today that quite frankly I don’t like. It’s happening in sales bullpens and boardrooms throughout the world. Its happening when a rep gets called on the carpet with their manager and its happening on many a discussion thread on Linkedin. I call it the “Either Or” limitation! The “Either Or” limitation … continue reading »