Almost two decades ago a book came out entitled Hope is Not a Strategy – The 6 Keys to Winning the Complex Sale by Rick Page. Having been a sales professional for the majority of my career, I would have to agree with Mr. Page – hope is not a strategy when it comes to […]
Click here to read the entire articleThe Lost Art of Storytelling and the Need to Revive it
It has all changed. In the past it was the salesperson who introduced a company and its products to the potential buyer. Now, before the salesperson even knows the prospect exists, the potential buyer is researching solutions on the Internet. What was once a “sales process” has become much more of a buying process and […]
Click here to read the entire articleFinding Happiness-What’s so hard about it?
Finding your happiness is not that hard, it’s just that we have been looking for it in all the wrong places.
Click here to read the entire articleDisruptive innovation-Is it right for your company?
I’m not sure when I first heard it, but the quote stuck with me – “What is right is not always popular and what is popular is not always right.” So, when you read articles and hear people talking about something called disruptive innovation, how do you know whether or not it’s right for your […]
Click here to read the entire articleLove Thy Opponent
Love thy opponent? Are you kidding me? I know, it sounds crazy! In the heat of battle I don’t think anyone can really bring themselves to think this way, and yet, it can happen; it does happen. So, what am I talking about? Well, let me tell you a story. Story Time I was once sitting around […]
Click here to read the entire articlePlay Like It’s the Stanley Cup
When I first heard these words I was all of 11 years-old. I was playing youth hockey and it was my first year playing. Back then (1962) we played on outside rinks in Kenmore, NY, a suburb of Buffalo. The temperature often hovered in the single digits at our games and when it would snow […]
Click here to read the entire articleLeadership 2.0–It Isn’t What You Think It Is
We’ve all read them. Books, articles and blogs on leadership, all espousing what it really takes to be a leader in today’s hectic, fast-paced world. In these challenging times of non-stop innovation and advancing technology, however, the articles I read on leadership seem much the same. Each is filled with many of the same adjectives and characteristics that we […]
Click here to read the entire articleE+R=O Just Got Better
In my latest book, Coaching is Teaching at its Best! I made mention in Tip #5 (Go to Practice with the Right Attitude) of a unique philosophy of life that is expressed as an alphabetical formula. E + R = O represents a philosophy that can be applied to virtually every aspect of one’s life. […]
Click here to read the entire articleBusiness and Closing out the year…
If the holidays are not hectic enough with gift giving, holiday gatherings, relatives visiting and the like, maybe your like many people and work for a publicly traded company. Well now, let’s just add to the end of year fun! It can be absolutely crazy trying to close business right up until December 31st and yet, […]
Click here to read the entire articlePlaying Golf with the Dead
I’m not much of a golfer. Never have been. Being a former football and hockey player, games that involve tempo and concentration over quick reaction and physical contact have never been my forte. So, I pretty much suck at golf and darts. But, with the sun shining brightly and the temperature nearing 80 on a […]
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