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I Lost My Passion
He walked into the coffee shop at 7:25 a.m. 5 minutes early. No surprise. He was a big time seller. Now he managed a team...
Can You Teach Our People To Sell More?
I was on a conference call with a prospective customer this week. We discussed an engagement for the sales organization. They are experiencing the challenges...
Should I Take Vacation?
I don't take a lot of vacation. A friend recently reminded me that my life is kind of like a vacation. I am on the...
Reunions
Sun. Good food. Better stories. Cold drinks. Friends. Family. Moments that matter. Memories that last. Sounds like a good reunion. I am on my way...
Practice
You need to practice. Whatever you want to do better. Sell. Lead. Write. Speak. Design. They all require practice. Athletes and artists get this straight...
Passing Tests and Finding Purpose
A few months ago I checked into the Hotel Del Coronado to relax, reflect, write and rejuvenate. A solo mission for a few days in...
Social Selling & The Competition
This afternoon I will be speaking on Sales 2.0 & The Social Shift to Executives at the ACA International Convention. We will address a few...
When That Little Voice Whispers: This Is Stupid
Ever tell yourself that? This is stupid. This post? This deck? This presentation? This proposal? This paper? This project? This idea? This (you fill in...
Making New Friends
There is something special about an old friend. The familiarity. The shared experiences. The trust. The acceptance. Old friends are there when you need them...
Pawn Shop Recognition
I was having coffee with a colleague. She had worked with me for years. She was a big time player. Presidents Club producer. Rock Star...
Celebrating Independence
"We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights, that...
Don’t Chase The Paper, Chase The Dream
Attending a conference this week full of powerful speakers created some memorable moments. What always seems to stand out are what I call the "power...