Positive Polarity

Is Your Follow-up Too Passive or Too Aggressive?

Sep 4th, 2014

Is Your Follow-up Too Passive or Too Aggressive? As the sales manager asked this question to his team, he could feel the mood in the conference room shift. The typical sales meeting is where the group of sales professionals all climb into the small conference room, compare notes, discuss some of their sales strategies and leave […]

Have You Checked on Your Business Lately?

Aug 21st, 2014

Recently, I got something in the mail from our insurance carrier stating that it was time for me to check my cholesterol level. According to the literature, it was easy, free and they felt it was the right time. As I read this, I thought to myself the following … How do they know that […]

One of the Most Important Questions You Will Ever Ask Yourself…

Aug 11th, 2014

Welcome! There are times in life that you get asked intense questions. These are questions that, if used properly, can re-shape your life. As a leader, whether in your family, or in your business, you get to answer this most important question… Do you want to be right, or do you want to be effective? […]

Catch Me Doing Something Right, Please?

Jul 25th, 2014

Recently, I was on my motorcycle on a beautiful, hot sunny Saturday afternoon racing down the highway when I was interrupted by a small, lazy out of the way town. It just kind of crept up on me. I was somewhat familiar with the area, but this was a spot that the speed limit went […]

Give Me an Attitude … Please!

Jul 10th, 2014

When I was growing up, my dad would tell me more often that I care to admit, “Son, don’t give me an attitude!” It was usually when I was doing something that was contrary to what he wanted me to do. If he wanted the grass cut and I thought that I had a better […]

What Does Your Company Do?

Jun 26th, 2014

What is it that your company does, anyway? Bet you get the answer wrong! If you have ever been out and about in the public marketplace, you have heard these, or been asked these questions …”So, where do you work?” This is usually followed up with, “And what do they do?” In my travels, I […]

Convince vs. Discover: The Path to True Sales Professionalism

Jun 5th, 2014

Imagine yourself for a moment, if you will, looking to purchase something large. This should be a good feeling as it could be a boat, a motorcycle, your first house or the most expensive set of golf clubs you ever owned. In your mind, pick out the color of the bike, the size of the […]

Which Brain are You Using Today?

May 15th, 2014

Did you know that there are at least two brain types that each of us have? There is an Animal Brain and there is a Human Brain. I think that this is fascinating as you look into this topic and I want to at least give you a small glimpse into how these different brains […]

Listen Closely!

May 1st, 2014

We speak at a rate of about 150 words per minute (wpm). But, we can hear at a rate of about 1,000 wpm. This gives us a lot of extra time! What do we do with this time? This seems to be the downfall of many and how well we do or don’t listen! Our […]

A Discussion between a CEO and a CFO, Part 3

Apr 18th, 2014

After he got off the phone with the CEO, the CFO now had to re-write his notes from the phone call. The CEO did the same thing; he jumped on the Internet and did his own research. He found another study that discusses the return on investment (ROI) for sales training. Here is what he […]