rafting safety

by | Aug 25, 2014 | Uncategorized

This summer, while vacationing in the North Carolina mountains, my wife and I decided to go on a rafting trip down the Nantahala River with two of our children. Each year we do something like this—rafting, tubing, canoeing, etc.—on a different river, usually in...

a 20-year client fired us today

by | Aug 11, 2014 | Uncategorized

Some of you might remember the United Airlines commercial where the company president gathers his staff in a conference room to tell them:  “I got a phone call this morning from one of our oldest customers. … After 20 years, he fired us. Said he didn’t know us...

i don’t give a #$?@X#% …

by | Jul 28, 2014 | Uncategorized

Every once in a while I hear a story about a sales situation that just blows me away. This is one of those stories. It could happen to anybody, and here’s how it goes. I met with one of my sales rainmakers recently, and he started telling me about one of his new...

advice….who needs it?

by | Jul 14, 2014 | Uncategorized

Let’s conclude our discussion about the art of giving advice. I started this series by sharing Jim Rohn’s quote, “Don’t mistake courtesy for consent.” Often, executives and managers give advice only to have the employee listen politely—and then ignore the advice...