In the wee hours of the morning on Sunday, August 11th, someone left an old television set on the front porch of a house in Henrico County, Virginia. In fact, according to Police Lieutenant Matt Pecka, the mystery deliveryman visited 50 different houses that night, leaving TV sets outside the door of each one. Nothing … Continue reading Tuned In
Early in my sales career, I spent a lot of time on the road. Thankfully, I had books on cassette tape to keep me company. One of my favorites was by the great Zig Ziglar. I got to thinking about that recently and looked up a transcript of one his stories that’s stuck with me … Continue reading Thirsty?
At 25, Sara Blakely found herself working for Danka selling fax machines door-to-door in the hot summer sun of Florida. The one-time lawyer want-to-be discovered that she was pretty good at selling. She had a knack for it and quickly began moving up the ranks, training others to sell the way she did. What she … Continue reading Thanks for Your Support
In the 1920’s, two-tone automobiles were popular. Body shop employees, however, were often frustrated with the process of painting the vehicles. To mask off the cars, they used newspaper or butcher paper glued to the vehicle. The process was messy and the paper was difficult to remove once the painting was completed. As a salesman, … Continue reading Look for the Gap
In November of 1990, a new sculpture titled “Kryptos” was installed on the grounds of CIA headquarters in Langley. Created by artist Jim Sanborn, the 12 block of copper is covered with 1,800 characters carved in four sections. Each section is written in a different code and, together, they form a riddle. It took eight … Continue reading Cracking the Code
Over the weekend I ran into a former coworker, Greg. It’s been close to 20 years since we worked together, and we spent several minutes catching up. We talked about our current work situations, gave family updates, and laughed about the old times. We eventually parted ways, promising to do a better job of keeping … Continue reading Behind Closed Doors
Leaders ask questions. Leading managers ask questions to help them guide the team to grow. Leading service providers ask questions to help them solve customer problems. Leading salespeople ask questions to help them meet unspoken needs. We should all be asking more (and better) questions, but we don’t. They may enter our mind, but we … Continue reading Leading Questions