Sentinel Prime.

"You simply fail to understand that the needs of the many outweigh the needs of the few."  ~ Sentinel Prime.

Sentinel Prime hailed from an older time. He personified what a leader should be: wise, compassionate, and more than a worthy warrior.

So what does that have to do with leadership in sales and business?  Well, since the dawn of time, tales of those who fall, or are brought down, from lofty heights are often stories of those who forget that...

The needs of the many outweigh the needs of the few.


"All conversations begin with the one you have with yourself."

Have you ever looked at a dimmer switch? It's easy to push it down... To dim the light. Any pressure will do it ~ But to make things brighter you need to push it up. It takes a little effort. ~ A bit like our self talk.

The Best.

"Our remedies oft in ourselves do lie." ~ William Shakespeare.

Have you ever tried to help someone? ~ Of course you have.  Wanting to help is human nature.  We initiate, inspire, and irritate ~ To help people. But what is the best help? ~ Is it found in inspiration and receiving recognition? ~ Is it in irritation, in stoking a fire that produces a flame in spite of / because of us? ~ Or is it found in something else?

Perhaps the best help isn't inspiring or irritating ~ Maybe it's invisible. The unseen, and unappreciated, hand that causes people to think...

"I did it myself".

The paradox of the best help is ~ To help without helping.


"However beautiful the strategy, you should occasionally look at the results." ~ Winston Churchill.

There are a lot of people, experts, that will try to tell you what sales is all about the old man said - They will talk about relationships, process, networking, attitude, fortitude and so on.  I'm not sure anyone is really qualified to tell you what will work best for you. ~ But here's the thing...

Sooner, or later, you'll see that all sales comes down to...

"Results or Reasons."

Get one and you won't have to give the other.

My Brain.

"All I know is that I know nothing." ~ Socrates.

Have you ever re-examined your assumptions about things, people, stuff and... Well anything?  Have you ever looked at the way you think and tried to change your perspective? ~ Or are you sure, certain, that the thoughts that got you here ~ will get you where you want to go?

People that are certain tend to ridicule those who believe, act, and think differently from them. We know stuff for sure and, well... we let others know that we know stuff. We repeat thoughts, actions, and behaviors - doing the same things and expecting different results.

Now I'm not saying don't be decisive ~ determine a course of action ~ live by a code, set of principles, and sense of what we believe is right and wrong.  I'm just saying let's not profess anything to be THE way just because it's the way we believe is the best. The thoughts that got us where we are ~ may not be the best to get us where we want to go.

But remember ~ That's just my brain talking. ~ Your's is different.

Your Tree.

"Mighty oaks from little acorns grow" ~ Chaucer.

Think of yourself as a tree.  A mighty oak tree ~ and every thought, word, and action you take is an acorn.  Lots of little acorns that fall from your branches into the fertile soil, of friends and foes, every day.

"Mighty oaks from little acorns grow"  ~ Great things can come from very small beginnings. Our acorns - grow to become mighty oaks.

Be A Mighty Oak.

The Sales Game.

"The crowd don't understand." 

Most people don't get it.  ~ The life of a salesperson.

It's all about words and windows ~ Opportunities and obstacles.
There are windows of opportunity, obstacles, wares, and words...

And that's about it.

The crowd don't understand.

The Syndrome.

"In order to excel you must be completely dedicated, prepared to work hard, and to accept constructive criticism." ~ Willie Mays.

I was up late one night watching a sports legends interview with the great Willie Mays. The interviewer asked him "Do you still go out to the stadium and watch the guys during batting practise?" Willie said Yes.

The interviewer went on to say... "The young guys must really appreciate your insights?" ~ Not really said Willie ~ They know a whole lot ~ these kids nowadays. And it struck me ~ what chance do any of us have in teaching, coaching, or leading if the young baseball players of today don't listen, and pay attention to, ~ Willie Mays?

They call it the Dunning-Kruger effect in psychology whereas those with lesser ability, and / or competence in any area, tend to:

1.    Overestimate their own level of skill.

2.    Fail to recognize genuine skill in others.

3.    Fail to recognize the extremity of their inadequacy.

Whereas those people with true ability and competence tend to underestimate their relative competence. What was the most startling revelation, or conclusion, in the landmark Dunning- Kruger study?

Well the dagger to the heart to every hopeful optimist is... ~ "Poor performers do not learn from feedback suggesting a need to improve."

Now none of this helps us with the frustration of trying to assist those afflicted with the 'syndrome'. ~ But perhaps a little comfort can be found in knowing that when you're trying to help someone improve their swing in life... Some people won't even listen to the great Willie Mays.


"Was it as easy as it looked?" ~ Pursuit of Happyness.

The Cards.

"It's not about the cards you're dealt. ~ But how you play your hand."

The old Asian leaned back on his stool and grinned as he dipped the white hot needle in a bowl of ink. It was just a little tattoo ~ An Ace of Spades up on my left shoulder. Each of us got one, and a dose of the old mans worldly insight at the same time. An old man. A shot of whiskey. A tattoo, and a few words of wisdom that none of us forgot.

"It's not about the cards you're dealt ~ but how you play your hand."

Only Time.

"This too shall pass."

What do you say to someone when they are facing a challenge that seems insurmountable?  A personal tragedy, or adversity, that devastates the spirit? ~ How do we help with something that causes them to question... everything? Words seem inadequate. None of us can truly feel what another human being feels. We each try to offer our support, comfort, and understanding, as best we can but only time...

Only Time.

Viva La Vida.

"Live your life."

Three Simple Words.


"Action is the real measure of intelligence." ~ Napoleon Hill.

Have you ever noticed how much we all talk? ~ How much we bloviate, opinionate, philosophize and debate about what really should be done?

Here's a thought...

Take Action.


"A rejection is nothing more than a necessary step in the pursuit of success." ~ Bo Bennett. 

We all have to face it ~ Salesmen, soldiers, secretaries and scientists.
From the highest to the lowest and the richest to the poorest. Across America, and around the world.  Actors, Athletes, Administrators and Assistants all feel her sting. In both our business and personal lives we all, at some point, have to face... Rejection. ~ Some try to avoid her by playing safe. Not asking, risking, or challenging themselves.  But that's no way to go through life. So what is the best way to handle rejection?

How about like this guy? ~ When he received a job rejection letter.