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Selling Pro Soccer: An Interview With MLS’s Bryant Pfeiffer
I recently had the opportunity to tour the Major League Soccer National Sales Center in Blaine, Minn. This innovative approach to recruiting and onboarding sales...
First In. Last Out.
"Get familiar with the light switch." At one time, this was part of my personal leadership philosophy. I shared it with others as part of...
Absolutely!
I was on the West Coast for an engagement with San Diego SHRM last week. My hosts were kind enough to treat me to lunch...
Why Everyone Ignores Your Email Sales Pitch
While cold calling might be dead, cold e-mailing isn't. In fact, judging from my inbox it's sharply on the rise. I know sales professionals that...
Lawrence F. Flick IV, on the Entrepreneurial Journey
I recently had the opportunity to spend the day with a very successful and inspiring entrepreneur, Lawrence F. Flick IV. The chairman and CEO of...
4 Years and Forward Momentum
It's my four year anniversary into entrepreneurship, and I can't help but feel a bit reflective. It has been the most challenging and rewarding endeavor...
5 Keys to Counter a Slow Start
Professional sales people understand the importance of getting off to a fast start to the fiscal year. Momentum matters. This is the last day of...
Learning to Compete Through Sibling Rivalry
It was still dark outside as we walked over the hill toward the football field. Just after 6:00 am last Friday on a brisk Texas...
The Art of Anticipation
Anticipation is the key ingredient to creating a remarkable customer experience. When a customer is met with the surprise and delight of having their unexpressed...
Live The Legacy
Today as we recognize and honor Dr. Martin Luther King, Jr. and his legacy, these 10 lessons serve as an inspirational reminder of the opportunity...
Sharing Is Caring
Big news out of Facebook this week with the introduction of Graph Search, a new search tool for finding people, photos, places and interests in a way...
Where Do Good Ideas Come From?
Good ideas can come from anywhere. The challenge is creating an environment that invites people to contribute their very best thinking in a way that...
43 Reasons to Buy What You’re Selling
I've talked about the sales and marketing of professional sports on this blog before. It's a very competitive environment, where people have to blend sharp...
The Gift of Leadership
Have you ever worked for an extraordinary leader? I have. It can be a life-enhancing experience. Leadership is an awesome responsibility. The best leaders are...
Making New Year’s Resolutions for Impact in 2013
I received an e-mail this morning inviting me to join the Resolution Revolution. I'm all in. I have been writing about resolutions for a few...
Top 10 Posts of the Year
Thank you for your readership in 2012! During my year-end review I spent a little time reviewing the most popular posts published on the blog...
Turning Off the TV
We recently had some serious water damage in the loft, and the repair process has required dismantling the electronics feeding the entertainment system. I was...
The Gift of Happiness
I'll be traveling back to Ohio on Christmas Eve to spend the holiday with family. It was on this very same trip two years ago...
5 Time Management Tips for Better Networking in 2013
"Coffee Shopping" is how I describe loosely defined, networking meetings and business introductions -- which mostly seem to take place in the neighborhood coffee shop. ...
Are You a Chief Experience Officer?
Today's post is by Lynn Mandinec, the business manager at Ryan Estis & Associates. She's worked with Ryan for more than 20 years and helps...
Understanding the How Advantage
Did I help somebody today without expecting anything in return? How will I be remembered by the people I worked with today? In the video...
How The Sales Pro Uses December to Jump Start 2013
Tis the season! December represents a natural slowdown in the pace of business as people begin to embrace the holiday spirit. Top producers know this...
How Do I Get Started?
Change is hard, scary and uncomfortable. New ideas take time to develop, test and implement. We feel overwhelmed and strapped for time. It’s easier to...
Finding Meaningful Work
I had a spectacular holiday that included love, gratitude, plenty of red wine and way too much good food. Coming home is always a wonderful...
Weekend Reading
I wanted to share some of my favorite links I came across this week, including some advice on social media, productivity and career development. What...
Conversations That Matter
The high-impact conversation is a critical leadership tool today. We are solving more complex problems, and everyone is feeling strapped for time and distracted. We're...
My Favorite Teacher
Do you have a favorite teacher? Do you recall what made your favorite teacher special? The best teachers help us become the people we are...
Weekend Reading
I wanted to share some of my favorite leadership development links I came across this week, including some advice on change innovation, productivity and sales...
How Ritz-Carlton Delivers Amazing Customer Service
I had just arrived a couple days early for an event in St. Thomas, squeezing in a little R&R with my girlfriend. During a day...
Weekend Reading
I wanted to share some of my favorite leadership development links I came across this week, including some advice on change management, productivity and entrepreneurship....
The Future Of Work
Last week I had the good fortune of delivering a new strategic workshop in collaboration with Don MacPherson of Modern Survey. Don and I examined...
Weekend Reading
I wanted to share some of my favorite leadership development links I came across this week, including some advice on innovation, motivation and how to...
Real Life Superheros
I woke up Sunday morning on the fence. I was scheduled to speak Monday and Tuesday in New Hampshire with Sandy approaching. The CNN storm...
What Happens Next
I couldn't write fast enough. I was on the edge of my seat and wanted to capture every ounce of content. I had never experienced...
My Week & His Streak
I was stationary on the East Coast last week working with ERA Real Estate and AT&T. Team ERA kicked off their annual President's Circle event...
Make This Your Best Year Ever
I had the good fortune of supporting a client organization that pulled together their top sales producers for a final Q4 push toward the finish...
A Winning Value Proposition
What do you do? The most frequently asked cocktail party question of all time. The answer is especially important if you are in sales because...
Coronado Island Reflections
The weather is San Diego perfect this morning. I have spent the last couple days on Coronado Island designing a new course we'll be offering...
The Standing O
A round of applause acknowledges a job well done. It's a sign of appreciation for the preparation and effort. Sometimes it's earned. Often it's protocol....
Brand Experience Lessons From The Big D
I was staying across the street from AT&T HQ in downtown Dallas last week. I was awake early Friday, enjoying my first cup of coffee...
You Consider That A Sales Call?
I attend a lot of industry trade events. Two things around them that I have come to expect: My mailbox gets filled with postcard invitations...
A Healthy Addiction To Change
Discussing scope of work details over dinner is never a bad thing, particularly when the setting is Newport Beach. In doing so last week I...
Inventing The Future
What inspires you to unleash creativity? The big ideas and breakthrough thinking that will move you and your organization closer to the future you want?...
The Generations At Work: What’s The Problem?
2 Boomers, 2 Xers and 2 Millenials walked into a bar... Elsie's bar to be exact. What followed was a couple hours of open, interesting,...
Getting Paid To Speak Part 2: Wealthy Speaker 2.0
In my blog post Getting Paid to Speak I responded to a number of recent inquires I have received about building a professional speaking and...
Good Taste
Play big. Great advice. I wanted to play big from the start. I felt small. I don't know. Maybe they were right? "This is the...
Being A Great Place To Work
The Minneapolis/St. Paul Business Journal has named its 2012 Best Places to Work honorees. An exceptional group of companies in the hometown delivering progressive work...
Join Our #Nextchat Talking About The Generations At Work
I arrived at the coffee shop in my neighborhood five minutes early. The meeting was facilitated by a mutual friend who indicated it would be...