Ah, those sales emails…

emails and the sales process

Over the last few months, I’ve seen a substantial uptick in the number of people that just happened to “stumble across” my profile on LinkedIn. All my new friends who want to help me…. Almost every day I get new emails from business development people using LinkedIn as a platform. These people claim to be … Continued

So, You Think That You’re Great?

sales coaching

As did many Americans, I spent the first Sunday of February watching the Super Bowl. Coach Bill Belichick’s New England Patriots won their 6th Bowl. Since 2001, when Belichick took over, they have won 16 of 18 divisional titles. Even though I am not a fan of the Patriots, I have to (grudgingly) admire the … Continued

You May Be Smarter Than a Kindergartener, But…

positive attitude in the workplace

This fall, I have been watching the local kids’ wrestling club practice. The children range in ages from Kindergarten through 2nd grade. My son is 1 of about 40 children who participate weekly. The coaches conduct drills designed to impart better understanding and appreciation for the sport. The rules are focused on showing respect and … Continued

Hook Them On The Experience

fly fishing, customer experience

This past August, I had the opportunity to travel to Montana and fly fish some of the ultimate trout rivers in the United States. I fished with two different guides from the same outfitter. Both were in their 30’s and knew the waters well, but that’s where the similarities ended. The first guide was engaging … Continued

Pedal faster….


The weather was nice for a change and I found myself with an hour or so to spare, so I jumped on my bike and went for a ride. I took my best bike, titanium, and rode a trail that I have ridden many times before. On the last leg of my ride, I saw … Continued

A group of individual contributors or a team?

sales performance

This past March, I was on the edge of my seat watching the NCAA (college) wrestling championships. It came down to Penn State battling Ohio State for the team title.  As the final round finished, Penn State won its seventh title in eight years.   Some may view wrestling as one of the ultimate individual sports – … Continued

The Layman’s guide to being mediocre

I recently had the opportunity to speak with a young man who was struggling to progress his career.  He wasn’t a star but did what was necessary to get by.  He certainly could articulate what he wanted and what he was going to do to get it.  However, his history was fraught with being an … Continued

Tick-tock, tick-tock, tick-tock…

increase productivity

I was speaking with a young salesperson recently.  She was telling me that she just doesn’t have the time to get her work done.  I probed a bit around her work habits.  She said that she generally works an 8-hour day — gets in at 8:30, leaves the office by 5:00.  I asked about doing … Continued

Have some class…

lasting impressions

As we move on our careers, we may leave our employer or move within Firms for various reasons – for greater opportunity, more money or perhaps to follow a lifelong dream. Sometimes, we just have had enough, but remember, it is usually better to run to something than from it. How you deal with these … Continued

Nobody gives a $%#& until the numbers slip…


I recently had a conversation with a small business owner whom I have known for a while. He owned a local business to follow his passion and hoped to work for himself into his retirement years.  But now, he was on the verge of having to sell that dream business because of some poor decisions … Continued