The Blog

Irregular and Irreverent Thoughts from a Sales Fanatic.
Stop “Closing,” Start “Caring”

Stop “Closing,” Start “Caring”

Looking to understand more deeply the complexity of anxiety recently I found an amazing piece of work by Dr. Anthony Silard from his site, The Art of Living Free (theartoflivingfree.org). It is an extensive amount of great material, but I thought I would extract just...

Focus on ONE THING!

Focus on ONE THING!

​Following on from an internal email that I sent to our team a couple of weeks ago, and that I published last week in this blog, is the following…. --------------------------------------------------------- Coming back to the powerful concept of focus on ONE THING! I...

Team Success Framework!

Team Success Framework!

The message below is one that was sent out to the WW Client Engagement team where I am employed.  It references a couple of things that may not make sense unless you are on the inside, and the “poster” mentioned is not attached here….don’t fret, it won’t make a...

The Quarterly Business PREVIEW

The Quarterly Business PREVIEW

QBR’s – Rest In Peace QBP’s – Viva la Difference For decades we have all been doing minor variations on the same theme.  Quarterly Business Review.  We did them as sale individuals, we did them as groups, teams, and business units.  We all spent hundreds of hours...

Lessons Learned On The Yellow Brock Road!

Lessons Learned On The Yellow Brock Road!

Continuing on from the last couple of weeks, we find that our four travelers have made it to the land of OZ and come face to face with the Wizard in all of his diminutive self.  Seems that the man behind the curtain has built a pretty fierce façade.  A lot of wisdom...

If I Only Had A BRAIN!

If I Only Had A BRAIN!

Continuing on our journey to OZ from last week we find ourselves in the company of another wonderful character… the Scarecrow.  Along the trip to see the great OZ the scarecrow and Dorothy have lots of time to sing, dance, and talk.  One of the conversations goes like...

If I Only Had A Heart!

If I Only Had A Heart!

In the movie, The Wizard of OZ (and I know that I can not assume you all have seen it, but I did grow up with it and the scary flying monkeys) there is a very special Tin Man. In the journey to Oz, the Tin Man is in search of a heart that had been taken from him by...

The ART of the 2-Way Conversation

The ART of the 2-Way Conversation

For most of our B2B sales lives, we have been thrown new products with a list of features and benefits over the wall and the client engagement teams have had to translate all of that “stuff” into conversations that matter to our clients. Not always an easy matter when...

Vision Driven Execution – The Whole Story

Vision Driven Execution – The Whole Story

“I am a human being, not a human doing.” – attributed to many in the universe. Not a short blog this week! There are many brilliant minds in our world addressing all of the myriads of things that that we need to DO to make a shift in our world to accommodate the...

Your Attitude is EVERYTHING!

Your Attitude is EVERYTHING!

Digging into the science behind optimism this week led me to share a few things about it.  There are a ton of really great quotes covering the subject.  Here are just a few of those thoughts. “There is very little difference in people.  But a little difference makes a...

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