Never Look A Gift Mule In The Mouth

The real pros know how to motivate themselves before they start having bad days. They look at work differently, not just not just as a means of making a living, but as a significant part of a quality life. Their particular mix of attitude, responsibility, cooperation and accomplishment make…

In Search of Hidden Talents

Do you have someone on your payroll with untapped skills?  Most companies do, and they don’t even know it. Take Jeremy Lin, the New York Knicks new sensational point guard.  Due to injuries and the poor performance of other players, he was thrust into the starting line-up and has…

Celebrate The Child In You

Kids get excited about life. They see everything with fresh eyes, knowing they will find something new and different every time they look. Adults, on the other hand, look for what they know and expect. Imagine what we’re missing! We’ve forgotten the enthusiasm, the sense of surprise at experiencing…

Don’t Discount The Bruce Halle Story

To say Bruce Halle is “driven” is putting it mildly.  The Discount Tire Company founder’s life story is the subject of a new book, “Six Tires, No Plan,” which I guarantee will inspire every person who reads it. Author Michael Rosenbaum has perfectly captured the essence of this fearless…

Strive For Excellence

A friend sent me an amusing story about working for the “Average Company,” which she’d read in Simple Tools and thought it was worth passing on. Now I’m doing you the same favor, because if you are getting bored with striving for excellence or settling for just doing a…

You Can’t Go It Alone

Flying solo is a concept that is rightly left to aviation.  For anyone to truly achieve business success, it’s essential to know how to communicate, cooperate, collaborate and celebrate. An idea can come from anyone, anywhere, any time.  But it takes teamwork, collaboration and the minds of many to…

Passion: The Prime Mover

I recently came across a terrific description of a salesperson… and it’s from the 1940s. Aside from the sexist language, a sign of those times, I think it’s still right on. During a convention of Chrysler sales managers in Los Angeles–back when Chrysler was an auto superpower–Harry G. Moock,…

Debitable, But Debatable No Longer

Mark Twain was one of the keenest minds ever to put pen to paper.  He was also an utter bust managing his money.  Twain poured a fortune into technological innovations that didn’t work.  His publishing house went broke printing books the public didn’t buy. In the end, a buddy…

There’s No Education Like Adversity

Life is not a steady ascent. It doesn’t go straight up… a lot of lumps and a lot of bumps… a lot of throttling up and a lot of throttling down. I have never yet met a single successful person who has not had to overcome a little or…

Identify The Problem, Then Solve It

Let me repeat a basic principle in the sales and marketing world:  People don’t usually buy products and services.  They buy solutions to problems. And adhering to that principle determines who succeeds at sales. Successful salespeople and marketers learn that fundamental lesson early on.  They tailor their products and…