How a subtle shift in mindset can transform your business relationships. I met my husband Chris years after we both graduated from college and I love hearing his stories from those days. During dinner conversations he often reminisces about playing basketball and running track at La Salle University. He lights up when he talks aboutCONTINUE READING
A simple shift in mindset will make all the difference! My wife’s father Andrei arrived from Russia last week. After a 9-hour flight, he dropped his bag at the hotel in New York, then headed for our home in Princeton, NJ. He had one night free before kicking off a 10-city tour throughout North AmericaCONTINUE READING
I brought chocolate-chip cookies into the office on Monday. A few minutes after handing them to my assistant, she sent a note to the entire Procurement Department letting everyone know there were cookies for the taking. The email read, “Donna’s husband baked cookies.” I am not sure if people were more hungry or more curious,CONTINUE READING
If you’ve read some of my earlier posts or if you know me well, then you are aware that my wife Donna is a procurement executive for a large company. For anyone who may not be familiar with the role of procurement execs, they help the enterprise buy things. Having Donna as a sounding boardCONTINUE READING
Last week Dee and I celebrated our 10-year anniversary together. We spent the day in Philadelphia—the city where we first met. While strolling through Rittenhouse Square Park, we had a memorable encounter with a man who inspired lesson #8. It’s a simple lesson in finding the strength to push through the obstacles that life throwsCONTINUE READING
We’ve all heard some version of the adage “Tomorrow is not promised to anyone.” It’s our reminder to live in the moment. Easy to say, hard to practice. What if you were told “You didn’t have many tomorrows left?” What would you do differently? How would you change? Chris and I recently met someone whoCONTINUE READING
It was Dee’s turn to write the next post in our 25 Lessons series, but she’s in China this week. So I’m taking #6 off her plate—with a simple one that everyone should learn from. I went from selling staffing services for my family’s business in my 20s to an entirely different stratosphere in myCONTINUE READING
Whenever I talk about or teach sales, I try to reshape the often-negative perception people have of our profession. I may share stories that link selling to something purposeful. Usually, I start a discussion by saying Selling is to Serve—a virtue I learned from my upbringing. I talked with my great-uncle Mike recently—a loyal husband,CONTINUE READING
I get pitched by new companies all the time. It’s one of the best parts of my job. I know there is a lot riding on a meeting with a large enterprise like American Express. However, the pressure to impress often causes people to do or say things that turn a buyer off. Highlighting credentialsCONTINUE READING
I had a subject in mind for Sales Lesson #3, then something happened last Friday. This lesson was tough to write. Lesson # 3—Learned from Our 19-Year-Old Son I was on the phone with our son Jamie. He has one week to go of his freshman year at St. Joseph’s University in Philadelphia. I wasCONTINUE READING
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