Category: Uncategorized

I’m sure you’ll agree that there are many ways to hunt for new business. Some prefer to pick up a phone and call someone “cold” Some prefer email, snail mail or even overnighting things. Others prefer networking and/or social networking. Some are all about creative approaches and others work only by referral. Some prefer seminars, … continue reading »

When was the last time you challenged your thinking by asking “Why?” as in . . . “Why do I hunt business the way I do?” “Why do I structure my day this way?” “Why do I avoid these things?” “Why do I present my company with the words and phrases I’ve chosen” “Why do … continue reading »

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 »