In B-to-B sales, we know the importance of being creative in getting our prospect's attention, as long as we don't resort to gimmicks. But what makes a gimmick? Read the rest of this entry »

The world is a rough place. In youth sports, a lot of kids have fear of the ball. They are afraid to be vulnerable. Yet, how many of us have the same fear as adults? Read the rest of this entry »

Perhaps there is no more fundamental ethical value pertinent to trustworthiness than honesty. We associate honesty with people of honor, and we admire and rely on those who are honest. But honesty is a broader concept than many may realize. While it involves both what we say and what we do, it starts with what we think. Read the rest of this entry »

Rebuilding doesn't start with marketing or prospecting. If you are rebuilding, then you're building new. Quality new construction starts with a solid foundation. Read the rest of this entry »

How many of us have been guilty of sugar coating the truth to the point of obscurity? And whose feelings are we really trying to protect? Read the rest of this entry »

As humans, we have all hit the wall and wanted to give up. But what does a Vulcan do when he hits the wall...and what can we learn? Read the rest of this entry »