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February 2016 Topics:

February 5th, 2016

As of 2/1/16 The New Blog can be found at

Topics: The Link between Attitude, Motivation and Goal Setting

Recent feedback suggests that people like stimulating situations with practical solutions. First, I’m going to tell you about a friend who built his dream house. This real life story highlights the role of visualization, belief and persistence in goal attainment.

Then we’ll borrow from Peter Drucker’s famous management theory and apply our version, both to losing weight, and then to resolving a business’s cash flow problem. The objective is to apply S.M.A.R.T. goals to personal and professional accomplishment.
Finally, we’ll do a simple exercise that can really open up your own goal-setting process. You may be able to apply the same ideas and techniques to building your own future.

These stories prove that success requires a positive attitude, drive and organization. There are real ‘how to’ steps and skills to help your development. Make sure that you sign up for the blogs so that you get all the content sent directly to your personal email account!

Is Gratitude One Key to Happiness?

November 26th, 2014

According to the Harvard Medical School: “Gratitude helps people feel more positive emotions, relish good experiences, improve their health, deal with adversity, and build strong relationships.” {1} So what brings on thoughts and feelings of gratitude? I believe we must know who and what we value. Further, we need to ask ourselves internal questions to build an attitude of gratitude. Yes it rhymes and this helps and reminds. It is a matter of conditioning our minds to be grateful. The next question is ‘how do we allow our gratitude to manifest?’

Say Thank You!
‘Thank you’ is the best prayer that anyone could say. I say that one a lot. Thank you expresses extreme gratitude, humility, understanding.’ {2}Alice Walker

I once watched a young sales person skyrocket into management with two simple words: Thank You! She thanked her employees, her customers, her managers and everyone else. On the surface, it might appear that this is some sort of fake gimmick. Rather, she had come from humble beginnings. Her new job meant clothes, transportation and a sense of purpose. This example of extreme gratitude suggests that our outward behavior reflects our inner attitude.

Getting to this core feeling and intuition of deep, extreme gratitude may mean we need to remind ourselves of where we came from; who we love and the blessings that we have had in our lives. Do we love our freedom? Living in the shadow of Monticello, I am becoming aware of Human Rights.

“We hold these truths to be self-evident, that all men are created equal, that they are endowed by their Creator with certain unalienable Rights,that among these are Life, Liberty and the pursuit of Happiness.” {3}Thomas Jefferson

I am not right because I am white. I am no better (and no worse) than you or anyone else. Equality suggests respect and I believe the best way to show that is to say Thank You to anyone who serves me. Tips also help. I AM grateful for America. It humbles me to have the parents I have and hope to God I can become more like them. I pray my heart can soften to the torment of others. Life can make us tough but it must not harden our hearts.

As we move into this Thanksgiving holiday in 2014, let’s make gratitude a habit. I believe it will make you healthier and wealthier. Saying Thank You will promote better relationships and a culture of respect. If I forgot to say this along the way, thank you. Thank you for your hard work and your contributions. Thank you for being a fellow American and for your service. Let us condition ourselves to appreciate others by counting our blessings daily. If you are healthy, then smile. If your family is safe then be grateful. If there is food on your plate, then appreciate it. Live. Be Free. Be Happy.




Managing The Opportunity Pipeline

November 5th, 2013

Every organization should have someone in the Sales Management Role. A very
important program will focus on the needs of Sales Management with programs
that will encourage sales activity, proposal generation and forecasting! The
more customers you can find and submit proposals to – the more money comes into the organization! Click on “Get Pipeline Up” link below for free video tip!

Get Pipeline Up!

Lower Costs and Get Sales Up!

If you are a small to medium size company,
you may want to first hire an inside sales person and then move them into
outside sales. Keep your costs of sales low while building a pipeline of new
business (proposals, estimates) opportunities. As cash flow improves, you can hire a replacement for inside sales and personally tackle the role of sales manager. If you are a medium-to-larger size company, you will want Sales Managers to improve because they directly impact cost control and revenue generation.

Growth should be managed so it does not strain your organizations ability to deliver on expectations!

Free Sales Tip ! The Persuasion Equation

October 20th, 2013

In this video (click on The Persuasion Equation Charlie shows you a faster way to get your point across with….

  1. Stimulators
  2. Motivators
  3. Responders

Have you ever wondered if there is a better way to grab attention and to motivate a busy buyer to meet with you? If so, then watch this video to see an example of how to communicate in a more effective manner.

The Persuasion Equation

You may also want to visit the website to learn about a 30 Day Challenge to help you save time (uses one hour a day) and make more money (increase your commissions)!


Friday – “Everybody’s Working for the Weekend!”

September 16th, 2011

Back in the day – there was a band called Loverboy. They had a song that still gets airtime called “Everybody’s working for the Weekend.” Friday at 5 you can often hear this on F.M. stations – but I have never heard it on satellite radio.  For my sales activities, my week normally ends with filling out my expense reports and creating a to do list for the following week. In regular times, I would be whistling this iconic song and head to the golf course around 2 P.M.

But, recent economic developments have changed the possible meaning of this song.

All across America, I meet people who are working the weekends to make ends meet. Perhaps these folks want to pay off debt – or maybe they are trying to make the mortgage payment. Some are starting companies without the help of a bank. So literally, “Everybody’s Working for the Weekend.”

So like these fellow Americans, my work week is not over – just the end to my day job.

On the weekends, I’ve been building a new company:

  • Activities included getting organized as an S Corporation (Legal Zoom – it’s easy!)
  • Creating Web Sites (Use a professional – it’s not cheap, but well worth it)
  • Writing a book and producing an audio

At first, it seemed like a grind and a drain on expenses. Then, I took a more long term approach. If I just did two things each weekend, every month would yield incremental improvements, The investment was less because I was making small changes. Best of all – it’s tax deductable!

So yes, “Everybody’s Working for the Weekend” – and so am I.

The New Alphabet of Selling

July 29th, 2011

Some people say the A-B-C of selling is ‘Always Be Closing.’ Those people aren’t selling much in an economy that demands due diligence and with buyers who are very sophisticated. After a very competitive sales situation, this veteran discovered a new alphabet of selling:

A = Attitude
This week, a customer booked a competitor to come in on the same date and time as my appointment. My first reaction was disbelief and then I felt insulted. ‘Wait! – I thought to myself… this is a negative thought.’ Then, I pretended to be the buyer. I was going on the sales call with another team member, so I called her and said ‘if I was in their shoes, I’d shop around too.’ Then, we developed a plan to present our competitive advantages. You may be a novice or a veteran – but maintaining a Positive Mental Attitude is not a place you arrive at. It’s a state of mind that accepts a challenge with a ‘can do’ spirit.

B = Belief
If you really believe that your product is best, there is no limit to the hard work that will go into earning the business. When we arrived – I could hear the competition in the next room. My heart was beating – and yes, I was a little nervous. My colleague and I were both very determined and neither of us wanted to lose the business. When my buyer arrived, I looked him in the eye and said ‘I drove 6 hours to tell you that I want your business.’ Our research and preparation then kicked in as we showed how our solution would lower costs and improve staff efficiency. There was passion in our presentation – we believed.

C = Commitment
You have to show a customer your level of commitment before you can expect loyalty from the buyer.
• In our sales situation this week, it took a lot of hard work and travel to secure the business.
• Our internal support teams provided supporting information.
• Our management team provided some incentives for the customer.
• There were lots of little agreements that ultimately lead to getting the business.

We left the account and found a local restaurant for lunch. While eating, my team mate and I talked about how our momentum had changed when we focused on the customer’s point of view. It energized our efforts and unleashed our belief in the solutions offered. Our commitment lead to a positive, constructive agreement that everyone could live with. We earned the business and it was exhilarating!

Hours later, I arrived home after a 16 hour day. You’ll get no clichés out of me or fancy closing lines. Selling is hard work – period.


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