The first time I heard the call-in radio interview with the "deer crossing lady," I couldn't believe it. Tears of laughter were streaming down my face. The more she talked, the worse (or perhaps better) it got.

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I was standing on a ledge, facing a rock wall. The path at Water Canyon ended there; we couldn't go any higher. Looking down over my right shoulder, I saw a bottomless pit. One that I was supposed to descend. My stomach was churning, my head was spinning. Fear owned my body and I was at its mercy.

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I trudged into the coffee shop, ordered a large mocha and sat down in the corner. I was dripping professional discouragement. It's been five months since I published my weekly newsletter—something I've done religiously for over a decade.

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When Todd called me, he was worried. His company was growing. Over the past few years, they'd steadily acquired their toughest competitors. 

They were now the dominant player in a fragmented market, setting the benchmark against which all other vendors are compared. 

So what could possibly be going wrong? It turns out, a lot!

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After going through a difficult period in my personal life, my work habits had deteriorated pretty badly. I knew it was time to turn things around again, but darn, it was so freaking hard. 
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I was psyched. My goal? To set up a meeting with the SVP of sales at a targeted software company. I’d researched his company, knew their objectives and strategic initiatives and uncovered some game-changing trigger events.

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It was my last day at the Sundance Film Festival. After waiting for way too long, Shari Levitin and I finally entered the virtual reality experience that people were raving about.

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How do you get a targeted account if all your previous attempts have failed? If you want to catch a big fish, perhaps the sports fishermen of New Zealand can give you some ideas. After all, they face a very difficult, if not insurmountable, challenge that would stop most fisherman entirely.

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I never wanted to be in sales. I only entered the profession because I had an idea for a business. When I shared it with a consultant , he said it was a good plan and timely.

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One person who always gets me thinking is Donal Daly. Last week I interviewed him about his new book, Digital Sales Transformation in a Customer First World.

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