The Blog

Irregular and Irreverent Thoughts from a Sales Fanatic.
Deal or NO Deal!

Deal or NO Deal!

Really. Is that the best question we can ask? Sure seems like it. I chat with other sales leaders and gurus in our occupation and I hear a term that makes me shudder… Deal Review. Now, I have been around this world for nearly 7 decades, and this term is not new to me....

We Must EARN the Right to WIN!

We Must EARN the Right to WIN!

And let's start right off with that does NOT mean we can BUY our way into a winning position. The lowest price equates to LOWEST value in most cases. I sadly see it every day. Our products and services are all world-class. Our deliveries are competitive. Our prices...

Are You Curious?

Are You Curious?

Are you curious? If you are a curious sort, just that question alone should have got your attention. The reality is that curiosity did NOT kill the cat… IT MADE THE SALE! We have all had great conversations with people that flowed well and seemed to go on and on. And...

The BIG 2 Questions…  They Are Not What You Think

The BIG 2 Questions… They Are Not What You Think

The BIG 2 questions… they are not what you think they are! My lovely wife and I raised 5 kids while we were both working. That was a long time ago. And ALL of them were quite inquisitive. The top question of every road trip was of course… “are we there yet?” But the...

The And/Also Pivot…

The And/Also Pivot…

…in the words of one of the top organizational psychologists around today… Adam Grant. Adam is a brilliant guy and a wonderful author. His book, Think Again: The Power of Knowing What You Don’t Know, is a great piece about understanding. Give it a read. In an opinion...

Every Day!

Every Day!

EVERY DAY! It’s crystal clear…. Or is it? It is crystal clear to me….so why can’t everyone else see it? That was the thought that kept coming to mind the other day as I spoke with some really bright leaders in sales and business. The thinking that got us here REALLY...

2-Way Conversations

2-Way Conversations

Many years ago, in the formation years of our BootCamp (sales culture immersion at MCHP) creation, we found a wonderful couple of people that taught us amazing things about curiosity and conversation. Michael and Janet (www.inquizo.com) helped us clearly understand...

Here We Go Again…Again!

Here We Go Again…Again!

As we enter into this time of hope where the “vaccines” of the world will set us free from COVID, I am hearing the same old refrain kick in again. It sounds something like this… “just as soon as we can all get our vaccines we can get back to calling on customers face...

2021 Is Here… Let’s Roll!

2021 Is Here… Let’s Roll!

2021 is here. Not a surprise I know. What I do also know is that today and its challenges look just like where we left off a few days ago. AND, that is the way it will be. Surprises will continue, challenges will rear their ugly head, just like ALWAYS! AND we will...

Sign up today to receive an email when I publish a new blog

* indicates required