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“Probably no greater honor can come to any man than the respect of his colleagues” – Cary Grant

If you can genuinely impress your peer group, you have something to be proud of. They’re your friends, so they won’t be pulling any punches. Read More

I’m not much of an expert about a whole bunch of things. That’s precisely why adding radio to my company’s marketing strategy felt so appealing.  It’s proving, in fact, to be a surprisingly powerful tool for two things I anticipated Read More

Innumerate: Unable to understand and use numbers in a calculation.

No, this isn’t your new-word-of-the-day podcast. Its a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next??? Read More

“Talent is God given. Be humble. Fame is man-given. Be grateful. Conceit is self-given. Be careful.” — John Wooden

No additional commentary from me required. Read More

“Really great people make you feel that you, too, can become great.” – Mark Twain

Serve others. Always serve others. That “Golden Rule” stuff is for real! Read More

A little over a year ago, I started blogging in earnest.  I did it based on relentless urgings from the two guys who have become my Dreamland partners.  I really didn’t want to do it, but they harassed me until I finally gave in.  They told me it would be good for my marketing efforts.  They told Read More

“A man with one watch knows what time it is; a man with two watches is never quite sure.” – Mark Twain

Yes, metrics are essential. BUT, make sure you’re sure what they’re telling you! Read More

A strong value statement is critical. A weak one is a loud, clear signal for the buyer to press hard for a lower price. (They teach that at purchasing agent school.) Consider the following three scenarios Read More

It’s quite instructive to examine the nature of offerings from the hordes of sales consulting and training firms. The overwhelming majority of them are focused on developing sales skills. Clearly, what sales managers are demanding is precisely that Read More

“Life is a long lesson in humility.” James M. Barrie

At 20, I wasn’t humble. At 30, I thought about being humble. At 40, I realized I had a lot to humble about. At 50, I wondered how a guy like me had gotten this far. At 60, ?? Read More