Why you should Practice Getting Fouled

Why you should Practice Getting Fouled

At Sales Conservatory, we talk about Moneyball strategies for sales. We have many examples that suggested that having a Moneyball strategy for sales actually increases your ability to generate revenue. Moneyball is obviously focused on baseball analogies but is it...
Why do we come up with great ideas in the shower?

Why do we come up with great ideas in the shower?

It seems that I always come up with great ideas in the most inopportune moments — in the shower, right before I fall asleep, walking the dogs.  I always wish I had something to write with.  I do have a voice recorder now.  You smart phone has one, but this one’s...
The Only Ship that Doesn’t Sail?

The Only Ship that Doesn’t Sail?

I once heard author Dave Ramsey say, “a partnership is the only kind of ship that doesn’t sail.” Can you relate to that statement? I have been and am a part of several business partnerships that are sailing quite well, but I’ve also seen...
There Must be Consequences

There Must be Consequences

I know I have spoken about this for years, but there is a big difference between training people on hard skills versus soft skills.  I know that once again, the Learning and Development gurus have decided to change the names, like soft skills are now power skills or...
You Don’t Have to Sleep under your Desk

You Don’t Have to Sleep under your Desk

Social media and the news is a buzz with Elon Musk news.  Right now, there is not much he can do wrong. There is a natural inclination to follow in the footsteps of someone like Musk given all of the success that has followed him.  We ask ourselves, “what does he do...
Do you Suffer from the QWERTY Effect?

Do you Suffer from the QWERTY Effect?

Is this another one of Tonkin’s made-up things?  In short, no, but yes.  There is a QWERTY effect in the literature.  The short version is that words typed with mostly the right hand are more accessible and easier to type than those with the left hand when using the...
Do it Self!

Do it Self!

When my younger daughter was a little girl, my wife and I often tried to help her with things. We very often got a consistent response from her, “Do it self!” She decided when and how she would potty train (herself); she insisted on making her own recipes...
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...