Does your on-the-job behavior match the thinking of a baseball player?  Are you always anticipating the next pitch, and what you’ll do if the ball goes here, and what you’ll do if the ball goes there, and what you’ll do if the signals change . . . or the winds change . . . or your […]

You do it at home. Do you do it at work? Your “COMPANY” is anyone and everyone who comes into your office, store, showroom, factory, or outdoor or mobile worksite. It’s anyone and everyone who visits your website, your blog, your email address, your mailbox, your telephone, your voicemail, your fax machine. In fact, if […]

This is not just a wistful daydream of lost love affairs. It is a reflective statement. Is it most typically expressed by those who are too old to actually do anything about what they’ve learned in life? Or is it the kind of comment we might expect to hear from those who think and behave […]

With the good fortune of my having talented, creative children —a major Washington DC award-winning theater director daughter, and a major Atlanta award-winning musician/composer son— comes the awareness that business trade shows are theatre! If you’re participating in one trade show, or hundreds, and don’t treat each as if you were hosting a world premier […]

Whatever it is that you’re looking for —money, health, fitness, sex, happiness, security, employment, religion, fame, more sales— is just around the corner. But, without a periscope, you’ll never see it.  And that’s a good thing because to get where you want to go, you need to stop looking at “the where” and start focusing […]

As bureaucratic nooses tighten around business necks, it’s natural for feelings of desperation to begin setting in, and to respond by reducing prices in order to make sales. It doesn’t take long to be traveling on this road before you’re giving away the store! Resist the temptation to undercut your value by offering “more competitive pricing.” Easy to say, […]

Big business muckity-mucks often underestimate the value of their salespeople. Small Business owners typically think they can handle sales themselves. Both are wrong. Neither understands that selling is its own business! If you sell for a living, and haven’t considered yourself a small business owner, you are just as mistaken. Regardless of what others may think, […]