Thoughts On Change

I read a post on LinkedIn today that linked to a blog by Idea Champions that had a number of quotes on “Change” (  Things like “Be the change you want to see in the world” and “We must be willing to let go of the life we have as planned, so as to accept […]

Lessons on Transformation from CIO Tomorrow

In case you missed it, the CIO Tomorrow event, “Transform – Company, Community, You” was a great example of progressive thinking in our community ( We spent time with friends and colleagues who came to share stories and learn how to make an impact today and build for tomorrow.  Many thanks to all of those […]

“We have to do WHAT to get a hire?” – Reducing the Time and Effort in Hiring

We Have To Do WHAT To Get A Hire? A recent article in Washington Post by Gene Marks ( summarized the findings of a study by Lever (, a recruiting software service.  In the study, Lever revealed: A typical small business (< 200 employees) evaluates an average of 86 candidates – from all sources – […]

Lessons Learned in the First Three Years

Lessons Learned in the First Three Years It’s the time of year when people take stock of their lives and careers, and think about positive changes.  I read an article this morning that prompted me to do the same. After 30 years in the corporate world, I left in 2012 to start Advisory and Consulting […]

It Happened Again…

It Happened Again… The phone rings. “Hi, I am Johnny Newsales with Worldwide Solutions, and I’d like to set up a meeting to learn about your business and show you how we can help.” After about three seconds, “No thank you.” Click. On one hand, as a mentor to those in sales and recruiting, I […]

One Step Back, Two Steps Forward

One Step Back, Two Steps Forward ( A change from the regular business-related post, but a lesson was learned.  Originally written for a local publication) Mid Ohio:  The Longest Lap Like many of us, I’ve been a car guy since I was old enough to stand on a milk box and look over a fender.  […]

Simple Habits For Sales Success: Savor the Moment

A major milestone in my business just went past, and I completely failed to notice it, much less acknowledge it.  It made me think about the journey of building a business, the challenges along the way, and the little victories that happen every day that we forget to appreciate and encourage in our journey. Quite […]

Simple Habits for Sales Success: Play Loose

Simple Habits for Sales Success: Play Loose We’ve all seen individuals and teams at the top of their game.  While watching an athlete turn in a dominating performance is great, It is a truly something to marvel when we see the same person or team with seemingly insurmountable challenges, or facing an unexpected turn of […]

Simple Habits for Sales Success: Ask. Listen, Understand

What are the characteristics of the best sales people that have served you?  The best sales person could be a supplier you work with, the person down the street that runs the bike shop you go to, or maybe the trainer at your gym. When I ask this question, I often hear things like: “They […]


 Many sales people go into sales calls winging it, or simply follow a script that “guarantees” success.  Then, they walk out with no clear next steps or real understanding of the client’s needs and opportunity to do business.  I’ve noticed the top sales people, the ones who are consistently successful year after year, are the […]