I had to ask myself a question recently: What is stopping me from getting started? As soon as I began to think about my answers, I realized they were all excuses. According to Merriam-Webster: The first definition of Excuse: to make apology…

I was having a conversation with Janice Mars of Sales Latitude and Meshell Baker who Ignites Confidence about sales and sales leadership. When I made the statement – I don’t know that sales managers can actually coach their team. For the record: Managers and leaders…

I’m a huge fan of Jill Konrath’s book SNAP Selling! Then one of my clients asked about a training class to teach salespeople how to have conversations with crazy busy prospects & customers. You know who I mean – the ones who…

I was talking with a friend of mine about things that, when they happened were considered mistakes or failures. My personal favorite is that Dr. Spencer Silver, a 3M scientist, was working to “develop bigger, stronger, tougher adhesives,” when he created…

I think I’ve figured it out, all we have to do is stop thinking to make our lives easier. Don’t you see, if we stopped questioning – stopped trying to get better – stopped thinking; all the pressure would be…

Leadership is an interesting concept. It is almost easier to talk about what it’s not than to define what it is. It’s not positional powerOr being a tyrantAnd certainly isn’t micro-managing tasks  Merriam Webster gives one Leadership definition as “the…

It KEEPS HAPPENING *sigh* – another salesperson talking with me about the “bluebird” deal that just happened to magically come in. I can’t tell you how much this frustrates me! When you win it is because you built the bird…