We Give Language Power

We Give Language Power

As you may have read somewhere in my blog posts, my mother has moved in with us as she has severe dementia.  It’s been a challenge overall, but many of my childhood memories are coming back.  Those memories that we forget and haven’t triggered in some time.  This blog...
Return to Adaptive Selling

Return to Adaptive Selling

Ronald Heifetz, physician and cellist, took a page from the history of medical care and created a leadership paradigm.  I will take it a step further and demonstrate a selling paradigm – Adaptive Selling. Getting right to the point, physicians, many years ago,...
Treat Others the Way You Want to be Treated… No,…

Treat Others the Way You Want to be Treated… No,…

Treat others the way you want to be treated—the Golden Rule. Sounds good, wholesome, and righteous; yet I have concluded that this is not the best advice. That’s right, I said it. Look, I’m not trying to be contrarian or provocative here. I have spent years trying to...
Why use analytics to manage your sales process?

Why use analytics to manage your sales process?

Ask John Boyd. It was the early 50s, in the midst of the Korean War, John “40 second Boyd” arrived on the scene as an F-86 pilot. John Boyd was given this nickname because he was able to defeat any opposing pilot in an aerial dogfight in less than 40 seconds. At face...
Weather versus Climate

Weather versus Climate

People often confuse weather and climate. People talk about climate change and often equate it to changes in weather.  It’s just not true. Weather is what happens on a day-to-day basis and the temperature can fluctuate 20 to 30 or more degrees within a 24 hour...