We Are Not Lost

Oilman Eddie Chiles had a campaign in the early 1980s with the slogan “I’m Mad, Too, Eddie!” His classic trademark sign-on, “I’m Eddie Chiles, and I’m mad as hell,” created an incredible demand for bumper stickers that read “I’m mad too, Eddie!”

Well guess what? It may be time to bring those bumper stickers back. Because there are a lot of folks around these days who can relate. We are not lost. We are just on the wrong path. And we are mad as hell about it.

Mad at our government and politicians, mad at the news media, mad at the police, mad at the COVID-19 pandemic, mad at the economy, mad at the bar closings, etc. Oh, and let’s not forget the special interests group attempting to rewrite history. We are mad as hell at them too! The list goes on and on.


“A season of darkness will not change until you choose to become the light.” – Jim Gardner

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A Perfect Sales Call

What constitutes a perfect sales call?

Most of us would be quick to answer, “A perfect sales call is when the buyer says ‘yes’ and signs the order.” We are all hungry for that next sale, the next order, the next new customer. In fact, the vast majority of new businesses that fail do so because of a lack of sales.

So while it would be hard to refute the logic, I think there is more to the perfect sales call than just getting the order. For example, a perfect sales call could be when the prospect says ‘no’ very early in the call. You don’t waste time chasing rainbows, and can move on to the next deal. However, would you really feel a sense of accomplishment if the end result was a no? Probably not.

“What if it all goes right?” – Mendhi Audlin

I love the thought process that goes into the title from Mendhi Audlin’s book. What if it does all go right? Are you enjoying this level of success and personal fulfillment in your selling activities? What does it feel like to have everything go right? In a previous article I talked about the 7 ways that you could be sabotaging your sales efforts. In this article I want to share some thoughts on the perfect sales call and how to make it a reality.

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Do Your Best …

Do your best … that’s all you can do! This is my youngest son’s mantra and it has served him well in his early adult life. However, what if it isn’t enough?

What happens when your best just isn’t good enough?

Throughout our lives we’re encouraged to do our best, try harder, keep pushing, don’t give up, etc. However, most of us already have or will encounter obstacles or challenges seemingly too difficult to overcome, despite our best efforts. So what’s the right course of action when your best is not enough?

If we assume failure is not an acceptable outcome, then we have created an irresistible force paradox. The classic paradox formulated as “What happens when an unstoppable force (you) meets an immovable object (obstacle or challenge)?” This paradox arises because it rests on two premises—there exists such things as irresistible forces and immovable objects—which cannot both be true at once.

“If you lean in the direction of success, you will make progress even when you fall.” – Grant M. Bright

The hardest thing for most of us to accept is failure. We have been conditioned to believe that failure is a catastrophic, ‘end of days’ type event, rather than a life lesson. However, in this world we are a part of, there are no such things as irresistible forces or immovable objects. Something must be changed. How can we strive to do our best against all odds knowing the end result in some situations will not be favorable?

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How to Overcome a Major Setback

One of the harsh realities we all must face at some point is dealing with adversity or a major setback. Many of you may be experiencing this in real-time today as a result of the COVID-19 pandemic.

Adversity or setbacks represent a “reversal of progress”. This reversal of progress can take many forms – i.e. a job loss, divorce, financial hardship, major illness or injury, the death of a loved one, etc. How we respond to adversity or a reversal of fortune reveals a lot about our character and ultimately how successful we’ll be in dealing with life’s future challenges.

 “Hardships often prepare ordinary people for an extraordinary destiny.” – C.S. Lewis

How will you deal with a major setback when it comes? Will you be a better person as a result of the experience? Here are some suggested ways to overcome a major setback when it occurs and move forward in a positive way.

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When SMART Goals Produce Dumb Results

Can SMART goals produce dumb results? The short answer is “yes”. But the better question to ask yourself is, “How can we keep this from happening to us?”

SMART goals are Specific, Measurable, Achievable, Relevant and Time-bound.

The main problem with SMART goals, or goals in general, is that they are just ideas, thoughts or expectations. They generate no energy, no forward motion until you take action. If you make a half-hearted attempt to achieve them, or are not fully committed, then what happens? Poor or (dumb) results are the eventual outcome.

Goal-setting and planning are balance sheet approaches. They offer only a snapshot of what is important to you today, and how to get there from here. However, there is no momentum, no “wood behind the arrow”. Without this momentum being generated and directed, it’s hard to reach the intended target. A P&L approach is what’s required to make them come to life.

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How to Overcome an 8-8 Mindset

No, this is not another fan rant about the Dallas Cowboys lackluster performance on the football field this year. Although there are some similarities we’ll draw upon here. Rather, the article is about you. If you’re a business leader who seems to be stuck in neutral and unable to find the ‘winning formula’ to move to the next level.

None of us grew up with the notion of being average, just being good enough.

Whether it’s in sports, music, grades, business, etc. We have all been ingrained with the notion of being the best in our chosen pursuits. Does this seem realistic? There is nothing wrong with the quest for excellence. However, not everyone can ascend to the top of the pyramid and stay there. Real life just doesn’t work that way. And that’s OK!

Are your expectations aligned with reality?

Let’s talk for a moment about the ‘BIG LIE’. The big lie is what we tell ourselves when we have a bad day, or when things are not going our way. “Things will get better”. They won’t. Things are not going to get better until what? Until we do. In order to consistently achieve success at any level we must take risks, make changes and sacrifice to get there.

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Holiday Cooking Life Lessons

Six years ago ‘The Boys’, my son Daniel and I, decided to take on the task of doing most of the Christmas holiday cooking. It was our way of giving ‘The Girls’, my wife Laura and daughter Melanie, a break to relax and enjoy the holidays. My wild, crazy idea!

NOTE: The photo above includes some of the sweets and “treats” made as part of the holiday cooking marathon.

We had no idea what we were getting ourselves into when we started. But after eleven recipes and 12+ hours of meal preparation, cooking and the clean up, let’s just say we had learned a lot from the experience.

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Do & Don’t Lists for 2020

The holidays are a perfect time for both reflection and renewal. And it’s an excellent time to formulate the list of things you want to accomplish in the New Year.  While enjoying quality time with family and friends, of course. So, let’s get started on our lists.

“The best way to prepare for life is to begin to live.” – Elbert Hubbard

Here are my suggested Top 5 “Do” and Top 5 “Don’t” lists to help us formulate our New Year’s resolutions and goals for 2020.

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There Is No Secret Formula

There are no secret potions, magic beans or fairy dust required to meet your goals for 2019 and beyond.

Yes, it is getting close to that time of the year again – the dreaded end of the calendar year. A time when many business owners review their financials and breathe a sigh of relief, or go into full-blown panic mode because the numbers are not there.

So, how are the end-of-year numbers stacking up for your business?

Are you feeling good about all that you and your team have accomplished so far this year, or are you scrambling for a quick fix to try and salvage the final year-end results?

If you are searching for a secret potion, magic beans or fairy dust to supernaturally improve things, then please stop! Review the blog articles I posted titled, It’s Time to “Ante Up”! and Who Wants Customers For Life?. You will find some great tips to help improve your top- and bottom-line performance.

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Growth Through Subtraction

The old adage that “you don’t get bigger by getting smaller” does not always apply in the modern world. In order to thrive in today’s fast-paced global marketplace you must think differently about what is essential to growth, and where and how to invest your time and limited resources.

Big corporations have gotten it wrong for decades. To artificially “pump up” stock prices and appease shareholders and the board of directors, they have historically downsized and reorganized during the fourth quarter to improve short-term financials. However, if you do not make fundamental changes to improve operational performance, this is a “slowly bleed to death” strategy that ultimately leads to disaster.

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