Have you ever been on a sales call, where you asked a question and the answer you received just did not make any sense? As sales...

Supertankers are amongst the largest ships in the world. They can exceed 1500 feet in length which is longer than the height of the...

In the B2B supplier world, can offering Term to a buyer co-exist with the offering of cards as a form of payment? This is an interesting...

Ascending the airstairs of the jet bridge, I felt my heart pounding. I punched in the security code for access, swung open the entry, and proceeded to the aircraft's door. A quick turn left, and I raced through the first-class section of this massive L-1011 airliner, one of the largest commercial aircraft of its era, with a step down, I was in the cockpit. The hum of avionics surrounded me as I searched wildly for the aircraft's manual. Tucked in a panel toward the rear of th

Have you ever heard the expression ”Trying to fit a square peg into a round hole?” The thought of it conjures up several images. First,...

Have you ever been on a sales call, where you asked a question and the answer you received just did not make any sense? As sales...

For me, it had been more than a year in the making. It did not take me long to get back that feeling of adventure, taking an airplane...

Ties straight, clean shirt, pressed suit, shined shoes, hair combed, and matching socks. I was never known to be a fashion plate when...

There is a popular commercial in the U.S. for a rather delicious candy called Reese’s. For those of you that have indulged, you will know...

In my former sales organization, there were prospect lists for each salesperson. Pretty standard stuff for sales. One of my colleagues...

Recently, I had the great privilege of working with a Sales Team in an industry closely related to one of my passions. I was asked to...

For a few years, I had been putting off a major decision to replace the windows in my house. Living in the hurricane belt, there are...

As a young man growing up in Ireland, it was not at all abnormal to socialize in the local Public House. For those on this side of the...

During a recent conversation with a sales leader from one of the big Merchant Selling organizations, I asked, “So what is the merchant...

Not sure if you do, but I love watching the hit television show Pawn Stars. If you are unfamiliar with the series, it features an owner...

Ascending the airstairs of the jet bridge, I could feel my heart pounding. I punched in the security code for access, swung open the...

My dear Dad was an amazing character full of wit and charm, but at the ripe old age of 97, as to be expected, his hearing was a little...

Sales organizations all over the country are in full swing. Kick-off meetings have been held, quotas have been delivered and some may...

Growing up, I am sure I was like many my age who were fascinated by Superman. “Truth, Justice, and the American way,” the TV show would...

The walk down the hallway led to a door, opening into a massive warehouse-like facility. Standing in the middle of the room were these...