What is the Relationship Edge and How Does it Give us an “Edge”?

My very first book was called The Relationship Edge. I learned years ago that I could get an edge in business IF customers and prospects valued a relationship with me. That edge would ultimately turn out to be a catalyst for my success in sales and in management. People do buy from, follow and listen to people who [...]

What is a Champion?

  I must confess I am a college basketball fanatic. Four of my favorite people in the world are successful head coaches at Division I universities. Besides getting to know their talented assistants and players, I find being around great coaches and players to be an incredible learning opportunity. I highly recommend that you follow [...]

By | April 14th, 2017|Learning, Sales, Success|0 Comments

Future Focused

I spend a fair amount of time with college football and basketball players and sometimes their coaches. I played football in college and our team won only 2 games in all 3 years that I played. In fact, one year we did not win a game. I learned a lot from that experience and my [...]

By | March 24th, 2017|Sales, Selling, Training|2 Comments

Allow Me to Vent…(Just a Little)

I see myself as a pretty positive, future-focused guy.  I love to laugh and have fun at what I do. And I have been blessed to be doing something I love for many years with people that I genuinely enjoy working with. So the vast majority of the time I am one happy guy! But [...]

By | March 16th, 2017|Business, Sales, Selling|0 Comments

Putting the Link in LinkedIn

One of the things I enjoy most is meeting young, talented individuals who are entering the workforce with an eye on sales and sales leadership.  In fact, I enjoy it so much, I have volunteered to teach a class twice a year for the past 12 years at a University in the Midwest. The Dean [...]

By | March 9th, 2017|Business Relationships, Networking, Relationships, Sales|1 Comment

In Search of Gold

If I have learned anything about great salespeople and great sales coaches it is that they are perpetually looking for an idea that is as good as gold. They are in search of an idea that they can use to improve their ability to connect with prospects and customers. They are looking for an idea [...]

By | March 1st, 2017|Pharma Sales, Sales, Selling Resources|0 Comments

Five to Thrive

The last 2 blogs I wrote were focused on increasing our ability to remember new skills. Today, I want to build upon the ideas of practice and the transfer of learning. Transferring learning means that we have transferred the learning of a new skill to the ability to apply that skill in our daily work. [...]

By | February 23rd, 2017|Learning, Pharma Sales, Sales, Training|0 Comments