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The Power of Relationships in a Job Search

Follow-Ups Shouldn’t Come Years Later Every week, it seems that I get 3 or 4 phone calls requesting help in finding a job. More often than not, the individual wanting my help either doesn’t know me personally, or does know me but has not connected with me in a number of years. This week in [...]

Millennials and Boomers: Making Music at Work Together

Facing the Millennial Music I know for certain that baby boomers and millennials, in literal terms, almost always listen to different music. These differences in musical preferences are stark in many cases and are even analogous for the differences between the two generations in the workplace. But it is quite possible that, working together, these [...]

Millennials and Boomers: Just How Different Are They?

Millennials vs. Baby Boomers in the Workplace: Myths and Truths In the past 2 weeks, I have been asked to do 17 radio interviews around the country about the differences between baby boomers and millennials in terms of how they approach work. The data seems to be clear that millennials are now and will continue [...]

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

Small Tweaks

Small tweaks create huge impact. That is a foundational philosophy of great sales people—who continually search for a gem or nugget, some great idea, that can make a difference.  Good sales representatives are skilled in the basics. However, the truly great ones never stop searching for an idea they can use to get even better. [...]

By | April 4th, 2017|Pharma Sales, Selling|0 Comments

Success: The 4 Reasons Why Winners Win

  Last week I had the pleasure of finally meeting Gary Pittard in person. Gary is a sales guru who lives in Australia where he owns and runs a highly successful real estate consultancy that helps realtors excel in Australia, New Zealand and in Southeast Asia. He has had me as a guest on his [...]

By | March 29th, 2017|Business, Business Success, Selling, Success|2 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