Fighting The Good Fight – Peter’s Story

Fighting The Good Fight – Peter’s Story

During World War Two, our military relied heavily on our Naval Submarines to attack and sink the enemy ships. Early in the war, the submarine torpedoes were upgraded and the combat strategy was changed in order to better equip the subs. Unfortunately, the submarine...
Wise lessons I learned from Richard Branson….

Wise lessons I learned from Richard Branson….

This week I had the very fortunate opportunity to meet with Sir Richard Branson. Richard Branson is what I call the “billionaire with a heart.” Not only is he one of the most famous and respected entrepreneurs in the world, but he is quite unique in his willingness to...
Lessons From Toby… Timeless Wisdom For The New Year!

Lessons From Toby… Timeless Wisdom For The New Year!

Dear friend, In the past few weeks, I’ve been reflecting on an important part of my life that has taught me some lessons I wanted to share with you. Dec. 2005, Toby blowing his candlesat his second birthday Something happened to me on my son Toby’s second...
Sales Language: “Follow-Up” — Good or Bad?

Sales Language: “Follow-Up” — Good or Bad?

If there is one phrase that exemplifies the typical sales person the most, it’s the phrase “follow-up”. You probably use that phrase instinctively, without even thinking about it, especially when you call your prospects after your initial...
Sales Language: “Follow-Up” — Good or Bad?

A Bucket Full of Holes

From time to time, my live chat staff passes me intriguing messages from visitors on our website. This is one came in from John last week:    “I have a role play interview coming up on Tuesday. During the role play, I’m expected to make an appointment as a...
The Dog and Pony Show — Reinvented

The Dog and Pony Show — Reinvented

If you’ve been exposed to the sales world in one form or the other, you’ve probably heard of the infamous “Dog and Pony Show”. That’s where you’re invited to come to your prospect’s office and make a presentation in the hopes you’ll persuade them to buy what you have....