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 [...]

A Discussion between a CEO and CFO, Part II

Apr 4th, 2014

After the day passed, the chief financial officer (CFO), determined to learn more about why sales training is a good thing, jumped in his car and headed home for the evening. After an uneventful dinner, he moved into his office and wanted to wrap his brain around the resistance he always had to sales training. [...]

Two Co-Workers Walk into a Bar…

Mar 20th, 2014

We have all seen it, heard it and maybe even participated in it. You have had a great day at work, accomplished a lot, received a compliment from someone in leadership in your company and maybe even received a written “thank you” from one of your new clients you just acquired. As you are sitting [...]

A Discussion Between a CEO and a CFO

Mar 6th, 2014

As the day began to draw to a close, and the sun was beginning to set in the horizon, the CEO and CFO were about to cross paths in the hallway. The CFO always has money on his mind as his world is based upon one simple fact, whether or not the actions that he [...]