Blog

Sometimes we are so used to saying things a certain way with regard to our company and what makes us different. We’ve probably heard it a million times at our team meetings. Been told to say it a certain way by marketing but . . . For whatever reason, we’ve either forgotten to ask “so … continue reading »

Let’s face it . . .there are rules and protocols for just about everything. It doesn’t mean that you have to play along! When I first showed up with my blog in November of 2008, I caught a lot of criticism about how I went about presenting my methodology. I was told it wasn’t sophisticated … continue reading »

I believe it was the great Hannibal Smith who said “I love it when a plan comes together” but what do you do when the original plan has to be scrapped? Its way too easy for us to respond with a confident “Well you adapt!” but that’s easy to say now . . . How … continue reading »

About a year ago, I read a blog post from a “consultant” where he complained about the lousy elevator speeches he observed in a training session that day. It was all done in a somewhat professional manner as a means of educating his readers but . . . While he didn’t name the company, I … continue reading »

Like so many of the posts I write here  . . . this one is really personal to me! For the longest time I was absolutely miserable! On the outside I appeared happy and content but on the inside I had what I called “an urgency”. In other words, a feeling that I was supposed … continue reading »

I’ve seen it way too many times when I’ve been brought in to help sales teams. I’ve been asked how to handle it from distraught sales professionals and I even had someone mention it on a discussion in our Sales Playbook book group on Linkedin. I’m talking about the Sales Manager who wants to ride … continue reading »

Too many times we allow meetings, tasks, etc to make our calendar. Why? Because they’re  important and we need to make sure that we get to them. Today, I decided to make sure that I respect the other important . . . things that are important not to my business or my clients, things that … continue reading »

There’s lots of talk lately about a projected reduction in sales professionals over the next decade. The thought (or one of them anyway) is that the online experience will render many sales positions obsolete. Here’s one silly reason why I think smart companies are crying bullsh*t on that one. Sales People have a vested interest … continue reading »

There was a time when I wanted to punch Tony Robbins right in his face . . . how’s that for an opener? I decided not to because I couldn’t afford the 7 foot ladder I would need to do so and also remembered there are laws against that sort of thing but that’s not … continue reading »