The Blog

Irregular and Irreverent Thoughts from a Sales Fanatic.
The Prologue

The Prologue

THE PROLOGUE-------------------------- And so it began, the search for the best “sales process” that solved all the world's challenges and brought prosperity to humankind. In the early 20s, 30s, 40s, and 50s selling went through a number of evolutions from Snake Oil...

Let’s Go Back To Basics…. CUSP!

Let’s Go Back To Basics…. CUSP!

Let’s go back to basics…. CUSP! And so it goes…. CARE greatly,UNDERSTAND deeply,SERVE endlessly, withPURPOSE! Now, let’s dive into one very deep aspect of it all…. To SERVE! Let’s start off with a few of the greatest quotes of all time on this topic. Notice the...

Plan. Do. Review.

Plan. Do. Review.

I ask….. Can you ask the really tough question? Do you even know what it is? In 1986 a book was written called “Spin Selling”. Its author was Neil Rackham. Its premise was the concept of consultative client engagement. It has been a part of my thinking ever since. It...

Time to Change? Maybe Not!

Time to Change? Maybe Not!

Time to change? Maybe not! It is said that change is inevitable. Not my place to argue that philosophical point, but considering our world today it is a reasonable hypothesis. Change on its own can have multiple dimensions from good to bad. If we are to grow and...

What Problem Are We Trying To Solve?

What Problem Are We Trying To Solve?

No…. really, what problem are we trying to solve? A lot of times we find ourselves getting distracted from the bigger picture and the challenge that matters the most. We start with great intentions, work hard to frame the challenge, and MANY times we get sidetracked...

If You Are Grateful, Show It!

If You Are Grateful, Show It!

If you are grateful, show it! Don’t waste the chance to tell the world thank you! It has been a strangely eventful week this week. Sunday has topped off many of the elements where we have watched people and teams compete, win and lose, and always be grateful. The list...

You Make A Difference!

You Make A Difference!

Care because it matters, your difference MAKES a difference! Below is an internal message that I sent out this week to our WW Client Engagement team. I typically send out one of these each week and have been doing so for a LONG time. This one is a bit different and...

Make A Difference

Make A Difference

Dragons and tigers… oh my! A small secret, only known to a few hundred people, is that I am a fan of tattoos. Which means I have several..well make that many. It started about 25+ years ago when I was looking for something to remind me each day of the challenge that I...

Communication Is So Difficult… or is it?

Communication Is So Difficult… or is it?

The answer would seemingly be yes…it’s tough to communicate clearly with others…especially when you aren’t clear in your own head about what you wish to convey. The various challenges in a conversation look like this… - This is what I meant…- This is what I said…-...

Which Way Will We Go? Does It Matter?

Which Way Will We Go? Does It Matter?

Which way will we go? Does it matter? With the continual drumbeat of negative Covid news and challenges, you may find yourself a bit confused. Understandably. However, in the haze of dealing through the unknown, we may actually create a hesitancy to fully engage with...

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