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What Tiger Woods Can Teach Salespeople

“I’m focused on my No. 1 goal right now: walking on my own.” That was Tiger Woods’ response when asked if he would play golf again. I tend to view things through the prism of a salesperson (and golf enthusiast). So, I pondered this question: What can sales professionals and sales leaders learn from Tiger’s… Read More 

It Wasn’t That Bad

A few weeks ago, I took my daughter to get a shot. She didn’t want to go, so I resorted to bribery. The shot would hurt, but the promise of ice cream would make it okay (or so I thought). Once she saw the needle, she FREAKED out. It took several minutes to calm her… Read More 

How Do You Overcome Adversity?

“It’s a matter of pride at this point.” That’s what my boss said when we tried fixing the lawn trimmer. At the age of 16, my first job was working at a driving range. As a golf enthusiast, it was a dream job. Part of my responsibilities included trimming the overgrown grass around the netting…. Read More 

You Are Not Starting Over!!

In Greek mythology, Sisyphus was the king of Corinth and somewhat of a practical joker. Sisyphus played several tricks on the gods, and he also cheated death on two occasions. Because of his unruly behavior, Zeus condemned Sisyphus to a lifetime of futile and frustrating labor. Sisyphus had to roll a boulder up a hill;… Read More 

Is Your Perceived Weakness Really a Strength?

Over the weekend, there was a heart-warming story about a football team in California—the Riverside Cubs. The Riverside Cubs were preparing to play for the California State Championship. As a mediocre high school football player, I can only imagine what it’s like to hear the fans cheering for you in a state title match. As… Read More 

It’s Time for a Recharge

Have you had a run of lousy sales luck? In sales, bad luck appears in multiple facets: a sales slump, blown presentation, supply issues, canceled orders, customer silence, or becoming the customer’s emotional punching bag. It’s depleting and frustrating. Many outsiders wonder, “Who on earth would want to be in sales?” Selling is a wonderful,… Read More 

Messaging Matters in Tough Times

On April 20, 2010, the Deepwater Horizon oil rig exploded, killing eleven people and releasing oil into the ocean off the coast of Louisiana. It took nearly 90 days to seal off the well and stop the flow of oil. This event was the largest marine oil spill in the history of the petroleum industry…. Read More 

How Do You Come Back from a Setback?

J. J. Watt is one of the most dominant players in the National Football League…when he is healthy. Watt’s career has been riddled with injuries: 2015—season-ending injury, multiple torn muscles 2016—season-ending injury, herniated disc 2017—season-ending injury, fractured leg 2019—missed 8 games, torn pectoral muscle Despite this extensive list of injuries, Watt stays positive and embraces… Read More 

Stop Discounting In Tough Times

“The manager has just one business. His equation tells him that if he prices a little too low, it’s not that serious. But if he prices too high, he sees himself screwing up the only thing in his life. And no one knows what raising prices will do. For the manager, it’s all Russian roulette…someone… Read More 

Does Messaging Matter in Tough Times?

On April 20, 2010, the British Petroleum (BP) Deepwater Horizon rig exploded, spewing oil into the ocean. This event was the largest marine oil spill in the history of the petroleum industry. It took nearly 90 days to seal off the well. Eleven people were killed in the explosion. Roughly 3.19 million barrels of oil… Read More 

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