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The Power of Being Thoughtful

The Power of Being Thoughtful

Being thoughtful is a topic I have never written about. I hate to say it, but being thoughtful was never really a topic I incorporated into my training and coaching. Maybe I thought it was assumed, or maybe even too touchy feely. I was wrong. (more…)


Pushing Past the Pain Cave in Training, Business, and Life

Pushing Past the Pain Cave in Training, Business, and Life

Think about your ultimate goal in life? Do you dream of running a marathon? Hitting a specific sales goal? Writing a novel? Now think about what is stopping you from achieving those goals. Have you never run before? Are you afraid of rejection? Unable to get inspired? We all have limits that affect our ability to reach our goals. (more…)


Pick Up the Damn Phone

Pick Up the Damn Phone

Pick up the phone! It’s simple. At least the idea is simple for me. Always has been. Connecting with people via a live phone conversation has tons of benefits. My objective with this article is to hopefully convince you that talking to a human on the phone is vastly more effective than texts, emails and social media messaging. (more…)


Your Opinion Doesn’t Matter

Your Opinion Doesn’t Matter

In sales, the goal is always to close the deal. Being confident in your product or service is vital if you want your clients to buy in. However, the best piece of sales advice I can offer is that when it comes down to it, your opinion doesn’t matter.  (more…)


The Siblings: Me, Chuck, and Maureen

People Don’t Come with Expiration Dates

“Oh man, I better eat this before it expires!”

How many times have you gone through your fridge and said something like this in your life? A carton of milk, a package of raw chicken, a container of fresh strawberries. These things all come with expiration dates. If you don’t use them in time, they go bad and end up in the garbage, simply to be replaced on your next trip to the store. We know we better savor these items before it’s too late. (more…)


Coronavirus and the Evolution of Sales

Coronavirus and the Evolution of Sales

The Evolution of Sales has taken us from the Snake Oil Salesmen of the 1800’s to the Solution-based selling of the 21st Century. The world of sales has no doubt seen some pretty interesting changes in the last 200 years. Today, Covid-19 is ushering in the next evolution to the world of sales. Let’s take a moment and examine how we got here. (more…)


Lessons for Business Owners during Coronavirus 

Lessons for Business Owners during Coronavirus 

Coronavirus has dealt small businesses everywhere a gut punch like they have never felt before. States have called for all non-essential businesses to shut down, with no clear timeline in place of when things will reopen. This is easier said than done, as many non-essential businesses are also a part of the supply chain to essential businesses. Surviving as a business owner is more difficult than ever before, but coronavirus has brought with it many lessons for business owners around the world. 

The lesson we can all learn is timeless: the importance of relationships.  

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How Interviewing Can Teach You Winning Sales Techniques

How Interviewing Can Teach You Winning Sales Techniques

Selling is about connecting with your prospect and making him or her feel valued. This idea also carries over in the world of entertainment. Have you ever listened to a radio interview and felt like the host and guest just clicked? This connection is something you should aspire to achieve in sales. Being an interviewer can teach you important sales techniques.  (more…)


What Can Career Day Teach You?

What Can Career Day Teach You?

I was asked by my son’s school to participate in Career Day. Like most parents when it comes to your kids, you’ll do just about anything. So, of course I said yes. My son is in the 5th grade, so my audience for this Career Day presentation would range from Kindergarten to 8th grade.

It finally hit me: how the heck am I going to connect with kids from 5 to 13 years old?  (more…)


Teen group of friends with smartphones at park. Millennials best friends using mobile phones, addicted to technology and social media. Lifestyle and friendship concepts

Selling to Millennials

Selling to Millennials

Selling to Millennials can make you a better sales person.  There I said it.  And I want you to read it as the compliment it is intended to be.  It is a generation that has often been maligned by Boomers and Gen X.  I have to confess to some of that criticism myself.

I think every generation thinks they are better than the generations that follow.  That plus a lack of understanding can attribute to cross-generational jabs.  Now as a sales trainer and coach many of my clients are Boomers and Gen Xers.  These same Boomers and Gen Xers are now encountering more and more Millennials in the workforce and as customers.  According to the Pew Research Center, Millennials became the largest generation in the US Labor Force in 2016.

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