“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 

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 

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 

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 

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 

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 

“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 

Having started two successful businesses during recessions and having learned how to sell in a tough commodity market, I feel uniquely qualified to write on selling in tough times and tough markets. The United States government defines tough times as two consecutive quarters of negative economic growth. On a personal level, you know when things… Read More 

On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate to this sentiment. We’re all losing some of our control, and it’s driving us crazy! There is one thing we fear more than… Read More 

Leadership is critical in tough times because employees take their lead from their leaders. Forty-seven percent of executives say that communicating and motivating are the most important thing they can do in tough times. Leaders incite others to act. They provide the momentum for employees to execute. Leaders guide with their heads and their hearts…. Read More