One of the most valuable lessons any professional can learn is that a sale is a cycle. There are many steps in the cycle. First, a good sales professional researches for possible prospects. After identifying suitable targets there is more…

It was my first real appointment.  I mean the one that get’s you all excited.  The old man was going to finally show me his magic.  He was the Oz and I was going to see how the man behind…

My lessons in entrepreneurial endeavors were delivered early and often by my father.  And every lesson was earned through shock, blood, sweat and sometimes tears … I’m talking real boo-hoo, crying like a little new born tears!  Tough lessons like…

My father was a carpet salesman when I was growing up.  He traveled around the southeast selling carpet as a manufacturer’s rep.  He worked hard and was gone a lot and at some point he just got tired of driving…

Get ready to hear things you may already know expressed in ways you never even thought of.  I often relate to friends and acquaintances the story of my early days in business and how I came to be an entrepreneur. …

I have a confession.  You know the commandment to honor thy mother and father?  Well when I was growing up I probably only gave that one 50%.  I honored my mother and gave my father fits.  Of course as a…