Category Archives: Blog

On March 13th of last year, Rhode Island went into quarantine. I had 176 contacts on LinkedIn. I had eight speaking gigs scheduled over the next six weeks. Speaking gigs that always generated new clients for me. By March 20th, all the speaking gigs were canceled, and I had no new clients in my pipeline. […]

So like a good actor in a bad science fiction movie, here we all are, thrust into scenes we never expected to experience, and turned into characters we never thought we’d become. If the title of this movie is COVID 19 ATTACKS THE WORLD, the subtitle is: ZOOM TAKES OVER THE PLANET This unwanted movie […]

Everyone gets it. Whether you are on line (an actual line, not the internet) at Best Buy with a $120 printer in your hand, or you are ready to sign the deal to put a new roof on your house, you get it. We all do – it’s called “purchase anxiety.” That feeling in your […]

Sometimes the best advice is the simplest. Just look at the teachings of Buddha. The quote above, written sometime between the 6th and 4th century, B.C., can still be applied today, for just about any interaction. But especially for sales. Think about those three simple sentences with regard to speaking with a potential or existing […]

I saw a post the other day on LinkedIn that completely re-solidified the ancient, antiquated idea that sales is about nothing but numbers – your numbers, the company’s numbers, the closing numbers, the bonus numbers – all the numbers. The post was a meme of Leonardo DiCaprio in his role as Hugh Glass, the fur […]