Planning

In 1991, I learned the importance of “Drop Your Agenda” during IBM sales training in Atlanta, GA. This was several weeks long of classes that taught us the importance of PLANNING. See, there is only one thing you have 100% control over when it comes to a sales call—that’s your preparation. Meanwhile, this basic principle has […]

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Skipper

The BEST thing I heard after our disappointing 10-0 loss in the Championship game was from a complete stranger. A young boy was walking by immediately following my Gatorade shower and said,”That’s the happiest losing team I ever saw”! Every baseball player and coach wants to win, generally.  That’s why you keep score.  The biggest showcase […]

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