“What can I do to help?”
When delivered with honesty and empathy, is there a more powerful statement a person could possibly make? There are situations in life when simply offering…
When it’s not working
When you know the uphill battle is not getting easier. When you know the problem account has no solutions and will never become better. When…
Long term goals without plans are called dreams
I’m in the starting period of a new big project, one that we’ve been mapping out for the last six months. I hoped to be…
Tug of War
Watching a tug of war match is great fun. Two individuals or teams, if evenly matched, give it their all. Sweat, power, energy, and eventually…
A challenge for today
I have a challenge for you. It has to be done by the end of the day. You’re responsible for it yourself, and only yourself.…
Tools vs. Skills part two (appearance and smoking)
In yesterday’s post I wrote the following: The most common myth: it’s someone’s physical attractiveness that makes them successful in sales. (The proof? I succeeded…
Tools vs. Skills
The writer Neil Gaiman was on the Tim Ferris podcast. In the show, Tim asked Neil about his writing process and how he physically went…
Nothing is impossible
This was the great lesson of Apollo 11. Yes it may take 400,000 people. Yes it may take over $25 billion dollars. But the great…
Is it really that bad?
Rejection is tough. Hearing NO is difficult for everyone, across all industries and cultures. And too many times hearing NO can wear down the best…
Faults vs. Problems
I used to say, rather sarcastically, that there is no such thing as a wine emergency. The idea being that far too many sales reps…