Tuesday Morning Focal Point
Category: Sales and business development

I happened to have been one of those kids that couldn’t keep my hands to myself.  In fact, truth be told is that if way back then they were diagnosing kids with ADHD, I would likely have been the classic case.  This revealed itself when as a child I was in a store.  Mom would…

There are times in business when we must be most concerned about our inputs, and not focus so much on outputs.  That may be true for your business at this time. The current economic climate is prime time to consider your inputs more than your outputs. Inputs over outputs – example #1 I am reflecting…

              Was driving along the other day and saw this sign on the side of the road. It made me chuckle; then it made me think. All the chuckling and thinking prompted a u turn, a picture, and a blog. You see, its critical to know what you are…

Course Syllabus – Cold Calling 101 A discussion I had with a CEO about the great success of cold calling has inspired today’s blog.  I often get asked by my clients, particularly those in start-ups or doing sales, what I think of cold calling.  The truth is, I believe in doing whatever works.  That doesn’t…

We frequently have conversations with prospective clients who come to us and say, “Can you teach us how to sell”?  The answer is yes; there are a range of things we can teach that assist people in developing the soft skills that are associated with sales – particularly communications skills. Why sell, though? What about…

On Sunday I was enjoying one of my last few days on our Christmas vacation in a favorite tropical vacation spot.  Sunday happened to be a day when a lot of vacationers here were juggling their desire to lounge around the pool in the sun, with the desire to check in on the NFL football…

Recently I was in San Diego for a few days of business.  By far the most memorable business conversation was with an entrepreneur who has had many years of success in his business.  Our conversation though, focused on a time period of the last two years during which he has been trying to “resurrect” his…