Earlier this year, my friend and super sales trainer, Alice Kemper asked me my thoughts about the term “Sales Playbook”. I had shared with Alice that we build these often and help our clients execute these plans and she’s heard the term frequently lately and wanted to know if it was a “buzz word” or...Read More

In getting to the business “promise land” – profit and growth, success isn’t always a perfectly pristine theory translated into a formula. Success is tough and dirty work, sometimes even ugly. This week, I had to share a fascinating series of books {and short but insightful blogs} by Roy Osing: BE DiFFERENT or be dead...Read More

Why are you in business? The answers for each person might vary from deeply personal motivation such as “To create jobs for veterans“, “To be my own boss” or in my case, “It’s my calling, this is bigger than me, I HAD to build this business.” Most people start or build businesses because of a...Read More

We are hard wired to protect the status quo. Find your new mantra for change here: This past week, I was preparing relevant stories and “sticky” examples to deliver the sales module at a conference for entrepreneurs; I was struck with admiration for the people who had signed up for this event. These people are...Read More

Tackling thoughts about FAILURE today, but let’s start out this blog with the right mindset: Failure is an EVENT, not a person. –Zig Ziglar Click To Tweet Man, we hate failure. Don’t want to admit to it, don’t want to claim it, don’t want it any where near us. But why? Other than school grades,...Read More

My clients and colleagues through the years groan and moan when I bring up “Role Playing” as practice to deliver their important messages. While I understand their push back— It takes more time. What if I do or say something embarrassing in front of peers? What if I mess up and people think I can’t...Read More