American businesses and entrepreneurs spend billions on training programs, but over 90% of all training knowledge is lost within a year according to the American Society for Training and Development because the training is never implemented on the front lines. “We don’t have a knowing problem,” says sales trainer Jim Ziegler, “we have a doing […]
When I graduated from college I sat down with a legal pad and wrote out my career goals, including, I kid you not, a graph of my income trajectory with data points every 5 years and what kind of car I would be driving at that point in my life. The problem is I never […]
Coffee’s For Closers – BlakeI didn’t know he had a name either, but he does: Blake, the sales trainer from hell or more precisely from downtown, from Mitch and Murray, from the movie Glengarry Glen Ross. Blake is sent in to whip a failing sales office back into shape – old school style with threats, […]
You can write the greatest blog in the world… Create videos that rival anything Hollywood and Madison Avenue offer… Post the most perfectly pseudo sarcastic comment about your immaculately filtered instagram featuring the cutest baby wombat in the known world… but if no one sees it… It didn’t really happen. It takes two to tango […]
You ever have the dream where you’re back in high school and you show up late for class and then you remember it’s the final exam and you haven’t studied and then you remember you forgot to put on pants? That happened to me last year, but it wasn’t a dream. I had been invited […]
What’s the difference between a college kid making $15 bucks a night selling candy at professional sporting events and a local celebrity bringing in $500 bucks a night from those same grandstands? Attitude, action and the willingness to be more, to be better. In 1996, Dave Kerpen was a college student selling concessions at Boston […]
In 1940, America was braced for war. Europe was engulfed and we were sure to follow. We just weren’t ready. We didn’t have the manufacturing capabilities needed to build the machinery of war. The men with the know how to get the job done done were soon to be heading for the frontlines. And the […]
If you’ve ever sat through a sales presentation from a financial planner, you’ve no doubt hear the tale of the Sultan and The Chessboard. An ancient Sultan, King, Ruler or Grand Poobah of some faraway land decided to honor one of his priests and grant him one wish. “Your Grand Poobahness,” said the priest. “I […]
Email is faster. Social Media is trendier. Video is high-techier. But nothing makes an impression like a good, old fashioned, handwritten note. I started writing thank you notes when I was the sales manager for a small town radio station. I made it a habit to send a personal note to every new customer, big […]
In 1971 Julius Erving wasn’t just a giant in college basketball, he was literally playing a different game, singlehandedly inventing the modern, above the rim style while earthbound mortals could only stand by and watch. During his 2 seasons at the University of Massachusetts, Erving, better known as Dr. J, AVERAGED over 30 points and […]
