“Do Not Do” list for Leaders

Here are a few critical things leaders must never do: 1. Don’t wimp out.  Be brave!  Never let them see you sweat. You will sweat of course. You’ll sweat the future, the details, the prospects, us, the competition, your own circumstances, because you’re responsible. Just don’t give in to fear.  Be strong and courageous.  We […]

Is there a Sales Stereotype?

As a sales professional, has a prospect ever treated you rudely for no reason?  Maybe she hung up on you when you called.  Or maybe she was condescending during a sales call.  And you thought to yourself, “why am I being treated with disrespect? She doesn’t treat other professionals like this.  It’s almost as if […]

Make Each Pitch a Masterpiece

Several years ago I heard a pitching coach give some sage advice to an athlete that also applies to business, sales, and leadership.  “Make each pitch a masterpiece”.  Translation: don’t let any effort of yours be mediocre; make every effort your best.  With every pitch, the athlete must perform a masterpiece of a pitch, or […]

Keep planting

  I am a corporate trainer, consultant, and executive coach.  I’m also a gardener.  Today is a beautiful day in April and I just discovered some animal – probably a rabbit – has chewed off the leaves of my newly planted climbing rose. I am so disappointed because I ordered that rose during the winter […]

Sales: Hard work brings good luck

Sales is a great profession.  Our society needs good sales people because  marketing – as good as it is – doesn’t quite have the energy that the salesperson can provide to deliver the goods.  Sales is also a good profession for people who enjoy the freedom to meet their customers’ needs and who are willing […]