Too Much of a Good Thing

Last week I was having breakfast at the Waffle House in Lexington, VA which is one of my favorite breakfast places and I heard someone say with pride, “I work in retail.” It was evident that this person was so proud of her job and her company.

There also happens to be a young server at this Waffle House named Hailey who takes great pride in her work and is great at making customers feel welcome. She also is a single mom who goes to college on her off days and beams with pride every day about her adorable baby girl. As I sat there listening to the retail worker speak proudly about her work and watching Hailey bring smiles to her customers, I was thinking how wonderful pride can be and how having pride in what we do and how we approach life is such a powerful mindset. Continue reading

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Required Viewing

I just watched a 2 minute video from my good friend Scott Moldenhauer of Persuasion Consultants that in my estimation should be required viewing for everyone in sales. It is simple and profound and really deserves hours of thought, contemplation, and discussion in order to be fully appreciated.

Scott introduces the concept of “Self-Persuasion” ( This, of course, is not about how do we persuade ourselves, but rather how can we use the universal truth of, “If I say it, you doubt it; but if you say it, it’s true” to allow our customers to persuade themselves. Continue reading

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The Synergy of PR

When you read the title of this you may have been thinking this was a blog about, “Public Relations”.  But when I think of PR, I think of Performance and Relationships.

I recently read that 70% of all jobs we get in our lifetime come from our network. If that’s the case, and I suspect it is, then it seems to me we may want to be more intentional about our relationships and as such, we should be more proactive in building and maintaining them. But the network alone won’t do the trick. Performance and a track record of success also matters. Continue reading

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‘Tis the Season

This time of year is a joyous time for most and an opportunity to spend time with family and friends.  It’s also a time for giving gifts to those who are close to us and those who we appreciate. And it’s in this spirit of gift giving, that I’d like to propose that the greatest gift one could ever receive, is when someone shows us that having a relationship with us is something of true value to them. Continue reading

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It’s Goal Time

As we wind down 2016 and begin thinking about what we want to accomplish in 2017, I feel it’s timely to revisit my 5 rules for setting and achieving stretch goals.

Most of what I know about goal setting I learned from Maxwell Maltz, the author of Psychocybernetics, and Ron Willingham, a terrific sales expert who has studied goal setting as much as anyone I know. I highly suggest that you read anything they have written on goal setting because it is all “gold”. Continue reading

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The Most Important Leadership Skill?

One of the most important leadership principles I learned along the way was gleaned from a professor of Psychology at Notre Dame, who had recorded a program entitled, “Are you an Amateur or Professional in Selling?”  He made a statement in that program, which has resonated with me from the very first time I heard it, “How a person feels determines their behavior more than what they know.” Continue reading

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What’s Your Q?

The starting point of all personal improvement and development is self- awareness. The more in tune we are with what we are great at and what is still developing, the more we can ensure we are focusing on where we as leaders need to get better.

If as stated in last week’s blog, one of our primary roles as field leaders is to be a “private tutor” of selling expertise, then we have to acknowledge that we cannot coach what we do not know. With regards to coaching selling, Delta Point has developed an important concept that we call, “Coaching IQ”. Continue reading

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Time to Get Your Tutor On

Next week in Dallas, Delta Point will hold our second, public, leadership seminar on how to more effectively coach selling success in the field. We have named this strategically important leadership seminar, “Coaching Catalyst”, because we believe that great coaches … Continue reading

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Leader… It’s Not a Destination

One of my favorite things to do is to speak to sales leaders.  Thankfully, it’s something I’ve had the opportunity to do many times over my career. In fact, just this week I had the opportunity to speak to a wonderful group of field leaders from one of our clients.

Inevitably, the question comes up, “What can I do to become a better leader?” Continue reading

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Change Happens – Embrace It and Lead It!

Last week I was the keynote speaker at the Annual Meeting of the Medical Society of Virginia. One of my Virginia Military Institute (VMI) classmates is a past-president of that society and he is someone I greatly admire. He asked me to speak on dealing with change in turbulent times.

The Healthcare industry, and physicians especially, are in the midst of true evolutionary change and many of them are seeing a pace of change unlike any they have seen before. One of my favorite “philosophers” is George Raveling, a Hall of Fame Basketball coach and a brilliant student of human behavior. He is quoted as saying, “People don’t resist change. They resist being changed.” Continue reading

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