The Ultimate Form of Protest

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If you want to protest, this is how you do it. Reject the fear-mongering tactics of those who would infect you with their own fears. Reject all attempts of those who would capture your attention and make you afraid for their own financial gain. Reject the actions of those who … [Read more...]

Grateful, Pleased, and Still Dissatisfied

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Some people are ungrateful and displeased. They believe that in order to be grateful they would have to have something that they now don’t have, that they would have be someone they yet are not. Ungrateful people believe that they can only be happy when they finally acquire what … [Read more...]

On Social Value

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One of the primary challenges many companies face using social is a lack of understanding of social value. Because they misunderstand social value, these companies (and many individuals) fail to create enough value to be relevant and to create a connection. These organizations … [Read more...]

Leaders Treat the Disease

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A leader looks past the symptoms to the root causes of the disease. A leader looks past the presenting problem to find the source of the problem. Treating the symptoms doesn’t cure the disease. Eliminating the presenting problem doesn’t address the source of the problem. Treating … [Read more...]

5 Steps to Better Sales Results

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Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe that fast is slow and slow is fast. … [Read more...]

The Leadership Playbook: Leadership Lessons and Uber

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I love Uber. I never use anything else if they operate in a city I visit. If they aren’t operating in a city I visit, like Orlando, I am unhappy that I have to find other sources of transportation. I am a fan, and as of today, I still use the service. But it’s getting … [Read more...]

The Hustler’s Playbook: Hustlers Promote Themselves

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Hustlers promote themselves and their work. They’re self-promoters. Hustlers are self-promoters. They are completely and unequivocally sold on themselves. Hustlers aren’t self-promoters because they are arrogant or selfish. Hustlers are self-promoters because they believe deeply … [Read more...]

Your Baby Is Ugly

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Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the … [Read more...]

Your Willingness To Succeed

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Are you willing to do what is necessary to succeed? Are you willing to take the first step alone? Are you willing to begin your journey by yourself? Are you willing to start earlier and stay later? Are you willing to begin your day before anyone else? Are you willing to keep … [Read more...]

Known, Liked, and Trusted: A Revision

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For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients … [Read more...]