Daily Email Archive

Relationships start with communication

Monday, April 15, 2019

Mahatma Gandhi said: “Relationships are based on four principles: respect, understanding, acceptance and appreciation.” In fact, these mirror the 4 principles of my BALD™ Formula…

The Rule of the Lean Pipeline

Friday, April 12, 2019

Here’s the latest in my series of Observed Truth of Sales. I’ve collected these patterns (and quirks) of situational behavior of sellers and buyers over…

Trying Too Hard To Be Perfect

Wednesday, April 10, 2019

  On Tap Today: Are you trying too hard to be perfect?   Good Morning! Liverpool beat Porto 2-0 in the first leg of their…

You’re too attached

Tuesday, April 9, 2019

On Tap Today: You’re too attached to your prospects.   Good Morning! One week from today, on April 16, I’ll be speaking at the T-Rex…

Do You Have a Learning Mindset?

Monday, April 8, 2019

On Tap Today: Do you have a learning mindset?   Good Morning! I hope everyone had a great weekend. Mine entailed a lot of miles…

Embrace Your Chaos

Friday, April 5, 2019

On Tap Today: Embrace your chaos…   Good Morning! Hello from JetBlue somewhere over the Midwest. Flying out to San Diego, my West Coast center…

The Rule of Exhausting Repetition

Thursday, April 4, 2019

On tap: The Rule of Exhausting Repetition – Don’t Make Me Repeat Myself…   Good Morning! Any Warriors fans out there? Excuse me if I…

Are You Playing to Win?

Wednesday, April 3, 2019

On tap today: Are you playing to win or just playing?   Good morning! Have you ever had to sell a product that was fundamentally…

Is Sales a Serious Profession?

Tuesday, April 2, 2019

Good Morning! Vicky and I went to an interesting show on Broadway this past weekend. “What the Constitution Means To Me.” The play itself is…