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The passing of time is an odd thing. The events we look forward to seem to take forever to arrive, and then, in an instant, we are looking at them in the rearview mirror in the form of a memory. I guess that remark has been inspired by this whole “damn that flew by” vibe … continue reading »

Every year at this time, I see something that truly bothers me. I see people fall into a vicious cycle that starts with mentally checking out, and ends with trying to play catch up for 3 weeks to a month of basically not working. They tell themselves lies like “nobody buys this time of year” … continue reading »

How about a gift for you for a change? In a few weeks, we’ll be kicking off our online sales course. It’s not something that’s designed exclusively for the newbies or those in need of some basic, “Sales 101” refresher. It’s designed for those who are ready to embrace a better way to sell in … continue reading »

I wanted to take this opportunity to thank you for reading my blog, listening to my podcasts and participating in the Sales Playbook community(Facebook, LinkedIn, Twitter YouTube). YOU are appreciated! Wishing you a wonderful, happy and healthy holiday season! Respectfully,

Tucked away in a safe place within the walls of my heart, is a vision of my Father, Christmas Eve some 26 years ago. I can vividly see the look upon his face because it was a look that transcended all expression. It was beyond gratitude or joy and it was as if he were … continue reading »

I’m not slowing down with my sales efforts just because everyone else is! This blog is still making it’s way to your inbox and I’m still keeping up “appearances”! Before you write me off as someone without a life or perhaps not practicing what I preach with regard to valuing my family, I want 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 »

On our Facebook fan page, I had asked the question “Will you slow down or will it be business as usual for you during the holiday season?” and as usual, we had a good mix of both but . . . What’s an aspiring sales rock star to do when you want to keep working … continue reading »

I’m really hoping this isn’t you but . . . Some of you may have decided it’s a good time to take some time to recharge because it’s  the holiday season. Good for you and congrats because you made a decision. Some of you have decided to kick it up a notch while your competitors … continue reading »

I recently facilitated a small business mastermind group where the topic turned to prospecting but with a slight twist. Someone turned the conversation around from us contacting others to when we are the recipient of the call. Most of us agreed that the average call we receive are not only poorly planned, it also became … continue reading »