The Case For Repetition On March 11, I was driving back from Philadelphia, having presented along with the amazing Kelly Mallozzi. The enormity of what was coming was still unknown to us, although I had a hint thanks to my infectious-disease-specialist-daughter, Emma. I remember thinking to myself,
May 19: The 18 Month Rule
The 18 Month Rule Once upon a time, a sales rep walked into the lobby of Humongous Corporation, a Fortune 500 company headquartered nearby. The receptionist greeted her warmly and they chatted for a few minutes before the sales rep asked if the key decision-maker was available. He was, and
May 12: Sales: Once a Task, Now a Treat
Sales: Once a Task, Now a Treat Both of my parents lived through the Great Depression. Dad was born in 1924 and mom in 1925. When we were kids, they would discuss the hardships they endured, things like empty shelves, one can of food for entire family for the entire day, and a general sadness in
May 5: Mental Sales
Mental Sales The majority of salespeople flunk out. They don’t make it. Quit, fired, explode like a Spinal Tap drummer…whatever. The failure rate is something like 50% within 12 months and 80% within 24 months. Naturally, there are many reasons including skill and effort and knowledge and
April 28: Are You Paying Attention?
Are You Paying Attention? HEY! HEY YOU! Are you paying attention? Yeah, yeah, yeah, I know. Every ad and every email starts with either, “During these difficult times…” or “Now, more than ever…” And no one really knows what to expect next. However, if you are paying attention, perhaps you can get
April 21: Um, About That Expense Report…
Um, About That Expense Report… There are certain comments in life that stick with you. Perhaps it was the perfect comeback or the perfect wisecrack. Or the perfect advice. I was reviewing my coaching progress with a company president/owner and we started talking about George. I got him up to
April 14: Post Crisis Warning
Post Crisis Warning While I have many passions in life and consider myself to be disciplined and in control, there are a few things that make my knees weak. The first, naturally, is Cadbury mini eggs. When the purple bag appears in stores, I run through a list of reasons why the bad idea and then
April 7: Take Me Off Speakerphone!
Take. Me. Off. Speakerphone. Okay, full disclosure: I believe this to be the third time I have published a blog on this subject. Further, this is a pet peeve and I am maniacal on the subject. But given that disclaimer… What the actual? Why is it that suddenly putting someone on speakerphone is