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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Baltimore Superstars

Most “baby boomers” who recall the photo from the 1966 World Series (Box Score) recognize Brooksey, but who is Etchebarren # 8 & McNally #19? So many notorious Orioles have played in Baltimore but don’t get the same recognition.  In fact, depending on who you ask, you may get a wide variety of answers to the […]

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