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Sometimes we abandon our dreams way too soon for reasons that are very real and quite clear. Other times we gave up because we got caught up in life . . . our attention was taken and our dreams sort of drifted away. And then, there are those circumstances, where there is nothing to give … continue reading »

Like any true fairy tale (isn’t that like an oxymoron), this story begins a long, long time ago, back in a far away time called “1991”. There was this young printing salesman who made a mistake that he didn’t realize for many years. He needed a source for a product his client requested and ended … continue reading »

Podcast Powered By Podbean Download this episode (right click and save) First and foremost . . .An all caps HAPPY NEW YEAR to you! For those of you who set new goals this time of year, there are some things we forget about that I’d like to call your attention to. They are subtle little … continue reading »

So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »

I truly believe that the old adage of “sales is a numbers game” to be misleading and in some cases outdated. Do you really believe that doing more of something will get you better results? Think again! More often than not, we’re doing more of the things that aren’t working. More often than not we … continue reading »

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 »