Fanatical, consistent sales activity beats intense, sporadic sales activity every time. A tiny drop of water can drill a hole in a rock when it drips in the same spot over a long period of time. Likewise, a small amount of sales activity, when done consistently over...

Thirty years ago, I learned about the communication pie and it forever changed the way I think about communication. The concept was put forth by a college professor, Albert Mehrabian, in the 1970’s. When it comes to communicating feelings and attitudes, words, tone of...

I love connecting with people in conversation, getting to know them in a meaningful way. About a year ago I got (what I thought was) a brilliant idea to add a link to my calendar on my LinkedIn profile. No one used it – until this week. Someone I didn’t know appeared...