I often see salespeople almost abdicate the idea that "quantity drives quality" to someone else. As I've gotten older and more mature (and more … I hesitate to use the word "sophisticated" because it sounds egotistical), I've really learned to appreciate the idea that quality is a function of expectation.So when I'm representing our company, I am representing the expectation of service to the client – and to the extent that I keep […]

Perspectives and opinions differ from person to person. Ask as many people as you can within the same organization the very same question and you'll be amazed at how many different answers you will get -- and more importantly, at how many different opportunities there can be to create a solution in response.Let me put this into "perspective."Sitting in a bar on a recent rainy Saturday afternoon in Kennebunkport Maine, my friend Terri and I were assaulted by the four blar […]

Living in Florida, I had high expectations for this past Fourth of July weekend: Taking the boat out on the water, hanging out at our pool, having some friends over, grilling some burgers and hotdogs. A long and festive party weekend. My wife and I went to the store Friday evening and stocked up on a ton of food. We were all set. When we got up Saturday morning, however, it was pouring. My wife looked at me and asked: "Did you look at the weather forecast beforehand?""No […]

Today I'm going to talk about our upcoming Business Leadership One-Day events (there are two) set for July 13 in Washington, D.C. – and why you might consider attending one of them. Oh, and before I forget: We're giving two readers of this blog post a free pass to the event of their choice. You'll also get a one-year premium subscription to our 5 Online community. Just tell me in the comments below why you want to attend and I'll pick the best two. (Sorry […]