Leadership Training in Action

Leadership and survival skills…how does one learn how to navigate through difficulty and face life threatening conditions?  Here’s one way… We started out Friday in 19°F  weather under a blue sky: Bethany, David, and I planned to cover about 15 miles over 3 days, however we didn’t plan on needing snow shoes based on past […]

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I’m Not a Speaker or an Actor…

The most frequent comment I get when talking about the need to memorize or practice sales calls is, “I’m not an actor”.  In fact I received a Tweet reply this morning stating, “Sales people who talk like robots irritate customers”.  Both statements are true, however these comments miss the mark. The most irritating sales call […]

How Do The Professionals Do It?

How do Professional Speakers Improve? Yesterday I compared professional speaking to selling…here is what the professionals focus on: o Stories.  This topic deserves more later, but in short, stories are central to any great presentation.  Recall your favorite conferences and I bet the speaker had great stories.  And they were likely personal stories.  Practice them, […]

Great Speakers Make Great Sales Reps

Taking yesterday’s movie star concepts a step further, let me share another analogy that is near and dear to my own profession.  As an active member of the National Speakers Association, I meet quarterly with some very successful speakers; people I consider to be at the top of the speaker industry.  Our topics vary as […]

The Movie-Star Experience

Growing up, I thought like many young boys, that being a movie star meant they actually experienced what we see in movies.  In case you still think that, it’s far from true.  On my recent trip to Australia, I had another opportunity to watch a motion picture in the making.  If you’ve never done this, […]

The Aha from Yesterday’s Strategy Session

I returned from DC last night, having spent the day with a solution provider in the software space.  One thing  that stands out and is worth repeating here is the discovery of a profit multiplier.  According to Jim Collins, every company should have an economic engine, and most resellers can put more on the bottom […]

The Numbers Game

Time and Material billing focuses on dollars for hours, methodology focuses on process, and features focus on product.  All of this leads to a price sale.  From there expect to be sent to purchasing, pressed for discounts, and pushed off to the end of the month.  I love Michael Bosworth’s explanation of negotiation.  Once you […]

Google Changes Everything

My educated started with school, ended with Google I learned about Cobol programming, Fortran, 8-inch floppy drives, and outdated architectures at college.  I also learned how to cram for tests, gain the teachers favor, and correctly fill in scantron test sheets with a #2 pencil.  Eventually I graduated and needed a brain dump on relevant […]

Thoughts on the Market

Sound bite: President-Elect Obama’s phone records have been compromised – read by Verizon employees.  I understand they were fired, but so what.  Once digital assets are compromised there’s no way to recover.  Now that they’ve been terminated, whatever secrets were discovered will be made public.  Everything we do is being recorded; none of it is […]