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.┬áSee, 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 […]

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 […]