The Immeasurable Things: Environment

A few weeks ago, I started what will become a series of posts on the type of things that make up the “Immeasurable Things That Make a Measurable Difference”, those behaviors and
beliefs that while we cannot measure them, they make a measurable difference in the quality of our careers and our lives and dare I say it, the
world! 
One of those behaviors is the structuring of our environment. I believe we operate in three environments the physical, mental and emotional.

The Chinese have a field of study devoted to …

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The Conflict in giving a referral

Recently I had a friend ask me about a relationship with an organization I had done business with. In particular, he disclosed who in the organization he was working with. Here is the dilemma. I
severed my relationship with this firm in large part due this individual and the way he did business and communicated.

A long time ago I took a course by Dale Carnegie in Human Relations and learned that if you can’t say anything good about someone you should not say anything. Yet I have a friend who has asked for

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How Much Control Do We have

I was reading yesterday morning and getting my attitude on, and I read about control. In particular I read how it is important to recognize what we can
control (and focus there) vs. what we can’t control, (great way to get frustrated)
. And, that led me to think of my chosen profession, selling and business development.

If you think about it, traditionally sales people were hired to control the thinking of others to get them to change their minds and …

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The Immeasurable Things: Attitude.

What are the immeasurable things that make a measurable difference? The title for this blog came out of a cup of coffee with two good friends where we were discussing trends we saw in the world of
business and leadership. We were wondering why some organizations seem to thrive while others struggle.

In the course of this conversation, we talked about traits like, Attitude, Honesty, Environment, Trust, Generosity, A Smile and so on. It struck me how do you measure any of these traits? Yet, we
all notice the difference each of …

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Cold Calling for Success

I’ve said it before and I’ll say it again; selling is a life skill. Regardless of your profession, you will have to use selling skills to get ahead. In this essay, we are going to explore one of the
more terrifying aspects of selling. The Cold call

There are a number of activities that go into selling. Arguably, the most challenging is “Cold Calling”. Talk to almost any salesperson and ask them what their least favorite part of the game is and
they will tell you cold calling. And yet, if we don’t …

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