We all face tough situations from time to time. And from my experience, the bigger your goals and the heftier your ambitions, the more you will be challenged. While you may enjoy the comforts of the status quo, you can’t achieve great things when you’re not stretching yourself. That lesson has been reinforced over and […]
All too often, I have witnessed sales trainers and business coaches touting their personal passion for a specific product or service they sell, as if it’s some kind of magic bullet for their success. This line of thinking suggests that if you are passionate about beer, you should run to a local brewery and plead […]
I’ve been interviewed a bunch lately. Since breaking the current Guinness World Record for “Most Ironmans Completed in One Year,” it seems I have created a little buzz. It’s gratifying that my hard work is paying off and I’m flattered by the sudden attention. But, truth be told, nothing much has changed in my world. […]
Have you ever hit a slump? Do you ever feel unmotivated and uninspired? Or have you given up on dreams because you’re too busy, tired or distracted to make things happen? I often get the question of how do I stay focused and motivated, over the long haul. Let’s face it, I’m at that age […]
We all talk to ourselves. But did you know that the latest research points out that these inner conversations can impact you in ways you never imagined? According to Charles Fernyhough, a professor and researcher at Durham University in England, our self-talk helps us plan, regulate our emotions and be creative. With the help of […]
Frustration is part of the human experience, and it shows up in our careers, our relationships, our personal goals, and even in our politics. The source of our frustration is often easy to identify, and research indicates that people customarily opt for one of four different responses when they hit a breaking point, and that […]
We often know that we need to change…but we don’t. Why is it so hard? And why does it often feel like there is just too much that we have to work through? If this ever happens to you, you’re not alone. In fact, in the last couple of weeks, I’ve had several heartfelt conversations […]
Making sales calls to people you barely know is one of the most difficult tasks to navigate in business. Your success hinges on how you open the conversation, and you’ve only got 5 seconds to identify yourself, identify your organization, and determine if you are speaking to the right person. Once that’s out of the […]
Want to build immediate trust, be seen as a trusted advisor and dramatically increase your chance of making the sale? As a sales trainer and coach for the last couple of decades, I often dig into the nuances of what my clients can do to become more effective. There are so many little things that, […]
I was slated to meet with Linda at a coffee shop in Richmond a few months ago. She’s regarded as one of the best business consultants in the city, and an excellent person to have in your networking circle. She graciously carved out some time in her busy schedule for a face-to-face meeting with me, […]
