Sometimes we get Stuck

As a parent, I find myself lecturing my teenagers with the hopes of bequeathing to...

Mediation Defined & Differentiated

In the state of Texas, if you sue someone, you do not immediately go into...

Intuitive & Counterintuitive

One time when I was in Montréal Québec a colleague I was working with said...

Sales Words and Consultant Words

Out in the business world I see many people calling themselves consultants and...

Laws of The Land

There are certain fundamental truths/laws of the land that mean the same thing...

Shoulders Up and Shoulders Down

Many years ago, I sat next to a wisdom-ladled gentleman at a sales function....

Are We Really So Different? ¿En Realidad Somos Tan Diferentes?

Very often we see and hear that any skills development strategy should consider...

Differentiating Yourself from Social Proofing

We’ve all done it. When faced with a new situation – a wedding in a different...

Becoming an Inquiring Leader

There are many types of leaders with different types of titles.  You can be a...

Defining & Clarifying the Customer Value Proposition

It drives me a little sideways when I hear a VP of Sales or Marketing asking their...

Great Personality Doesn’t Necessarily Mean Great Performance

The goal of sales is to earn more than you cost.  Ask someone to describe a...

If You Want to Get More, You’ve Got to Get Better

In any given week I talk with and coach a lot of sales professionals. And the...