Year: 2001
“Do not follow where the path may lead. Go instead where there is no path and leave a trail.” -Muriel Strode TRANSLATION: In life, there are followers and leaders. Titans are leaders!
The start of a new year brings us all a sense of renewal and hope. But do you really have to wait to the start of a new year to be rejuvenated? Cells in our bodies are constantly dying off and new cells are born. Organizations too must act in a state of constant rebirth…
Bernie Mangano N.E. Regional Director Information Mapping Inc. At this time of year we all look back on what we have achieved. In Bernie Mangano’s case, looking back over the last 4 years, his team has achieved a whopping sales increase of 342% for the region! Bernie accomplished this phenomenal result through both his leadership…
Are you afraid to make the call because you think the customer won’t buy your product? Guess what, you’re right! Do yourself a favor, stay home and don’t make the call because the customer won’t buy from you. Why? If you really don’t think you are going to succeed, your actions will support that outcome.…
Recently I stopped into a cellular store to inquire about a new hands free-system for the car. The salesperson is paid on commission. After checking to see if the item is in stock, the salesperson informed me it wasn’t and suggested I call back in a few days to see if it is in. Do you…
“Will you please leave” are the words Brian Billick, head coach of the World champion Baltimore Ravens, once used in asking two ladies to leave the practice field. It turned out the two ladies were actually mothers of the two players they were speaking to. Coach Billick did eventually apologize to the two women, but…
The economy’s soft and business is declining, right? Don’t tell that to Douglas McIntosh and Michael Poris, principal’s of one of the hottest architectural firms in Detroit. In the last year alone their billings have increased by over 40%. In just the past six weeks, they closed 8 new projects with initial billings of over…
Congratulations to Lance Armstrong, a cancer-survivor who came back and just won his third straight Tour de France. The Tour de France is a grueling 20-stage bicycle race regarded as the premier cycling event in the world. The interesting thing about Lance Armstrong’s latest victory was his come-from-behind strategy. In Stages 1-12, he stayed behind…
As we climb out of the rubble of debris in NYC and Washington D.C., we rejoice in the fact that the spirit and backbone of freedom and democracy is as strong as ever. Below are references to Titans who have sacrificed their lives in the name of freedom and democracy. *202 NYC Fire fighters who…
This tragic and dastardly act serves as a reminder that life at times is fragile. Every moment we feel the inconveniences of life, we must immediately remember that life is short. Every moment, good or bad, must be seized and lived to the fullest. While many of us feel helpless in terms of not knowing…
What are two of the keys to success? Persistence and faith! Just ask Anthony and Charles Shepherd. Anthony and Charles were charged and convicted in 1987 with the death of a livery cab driver. During the last 14 years in jail, Anthony Faison never gave up on the fact that he was innocent. Relentless in…
Read MoreRecently my 7 year old daughter Amanda blurted out to a client staying at our house that “my daddy is the ‘big talker’”. She went on to say that I always get what I want because I ‘big talk’ my way into it. Amanda now introduces me to everyone as the “big talker”. Come to…
Read MoreFebruary 1999- CEO David Neeleman announces plan for new airline dedicated to great service, low fares and top of the line equipment. Now you also get free 24 channel live TV In-Flight Satellite Entertainment at each seat. •April 1999- JetBlue places $4 Billion order with Airbus for 75 new A320 aircraft. •February 11, 2000- JetBlue…
Read MoreRemember the last time you bought a home or some other expensive item which caused you concern over how you were going to afford it? Yet after making the purchase, you somehow raised the level of activity and did what you had to do to support your purchase. Well, it’s that time to raise the…
Read MoreThe consequence question highlights the impacts your customers are likely to face by ignoring the resources you offer. It is the key question for introducing positive change into a sales interview. It provides your customers with self-justification of why it is in their best interests to accept your proposal. The more realistic and compelling the…
Read More“There are two types of people- those who come into a room and say, ‘Well, here I am,’ and those who come in and say, ‘Ah, there you are.’ Frederick Collins TRANSLATION: Titans are present to address the needs of others in the room. They do not concentrate on celebrating their own presence.
Read MoreIn reading the book Maestro (the story of Fed Chairman Alan Greenspan written by Bob Woodward), it was interesting to learn of the dilemma facing the Fed in trying to figure out why the economy was acting in certain ways. The biggest concern was over corporate profits. In the old models, prices would rise and…
Read MoreFrustrated that you are not breaking through new levels of success? How about the frustrations you may have with your employees who are not breaking through new levels of success? Many times we will want to accomplish a certain breakthrough, yet we are often deterred because we are saddled with all the reasons and stories…
Read MoreA few days ago I spoke with a long time client and learned that Bud Newton, a top producing sales executive for 20+years, died suddenly from a heart attack on board a plane in route to a customer call. When something hits home like this, it gives us a chance to look at the life…
Read More“Once you become conscious of the questions active in the moment, you always get some kind of intuitive direction of what to do, of where to go. You get a hunch about the next step. Always. The only time this will not occur is when you have the wrong question in mind. You see, the…
Read More