Why Do Prospects Tell Me NO?

About five years ago my wife and I were watching TV when a commercial appeared for a brand-name water filtering system where not one word was spoken. In pantomime fashion, a guy poured like amounts of red wine into two containers of water and then ran them through...

Don’t Be a One-Trick Pony

            Growing up in Louisville as a 10 year old boy in 1959, I discovered a device called a crystal rocket radio, named ‘rocket’ because of its shape. As a Kentucky boy I was naturally drawn to basketball, and began an interest in...

Three Words That Can Save Your Life

Doug’s note: Today’s post comes from an interesting book, An Embarrassment of Riches, by Alex Green. Although it is primarily a book on great investing ideas, it contains some of the secrets to a life well-lived. Here is one of them… Talk about a...

In the Beginning…

From time to time I’m asked about how I got into the sales profession. In this post I’ll take you back to the beginning of this journey. It originated on a hot July day in 1960 when, as a fifth grader, my mother handed me a brochure. It had arrived in the mail from a...