Posted: September 30, 2014 | Categories: Leadership, Self-Improvement, Time management

“For want of a nail…the shoe was lost…for want of a shoe…the horse was lost…for want of a horse, the battle was lost.  What a sorry tale!  And all for the want of a horseshoe nail” – An old nursery rhyme

If we want to be the best, attention to details are critical.  As General Colin Powell put it, “Check small things…be demanding”.  Top achievers know and live the value of relentless attention to detail.  Everything counts.  Everything matters.Read More…

Posted: September 23, 2014 | Categories: Self-Improvement, Time management

Last week I was working with a client on time management.  She is a CEO, and like most in that position, has more coming at her than she can attend to.   As Peter Drucker often said, effective executives know how to manage their time well.  Here is what she already had in play:Read More…

Posted: September 16, 2014 | Categories: Self-Improvement

“One of the most tragic things I know about human nature is that all of us tend to put off living”                                                                                                                                                                                                                                                                Norman Vincent Peale

The quote above we hear often in one form or another.  Stress control expert Dr. Hans Seyle believed that we spend over 60% of our time either dwelling on something in the past or worrying about something that may happen in the future.  That leaves 40% of the time to enjoy life in the present moment.  The question is:  How do we discipline ourselves to live in the moment?Read More…

Posted: September 10, 2014 | Categories: Sales, Self-Improvement

“We shall defend our island…whatever the cost may be.  We shall fight on the beaches, the landing points, the streets, and the hills.  We shall never surrender!”

These words were uttered by Winston Churchill during a radio address prior to a German invasion during WW II.  Even though Hitler’s troops did bomb part of London and much of Coventry, they failed in their attempt to take over England.  Many believe that the power and conviction in Churchill’s words intimidated Hitler just enough to make him hesitate and ultimately fail.Read More…

Posted: August 18, 2014 | Categories: Sales

I remember a tireless mantra from my first sales training class:  Evidence defeats skepticism.  Let me take this one step further:  Selling added value defeats price objection.  There are few things that can derail a sale more than price objections.  If we let ourselves get caught in that trap, we may get stuck.  Let’s face it, if price were the only concern, every time we looked at a parking lot, we would see only the least expensive cars.  This indicates that price is not the only concern our prospects have.  So what do our prospects really want?  That is what we have to find out.Read More…