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The Edge of Comfort Is the Beginning of Freedom
On January 15, 2009, I stood on the wing of US Airways Flight 1549 as it floated on the Hudson River. The cold water lapped against my legs. Smoke rose from the plane. Fear hung heavy in the air. In that moment, comfort was gone. All that remained was a choice: take the next best…
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High Velocity Decision Making: Adding Value Quickly for your Customer
I am often reminded of a well-known management principle attributed to Peter Drucker: “The greatest danger in times of turbulence is not the turbulence itself, but to act with yesterday’s logic.” Reflecting on January 15, 2009, what continues to amaze me is how swiftly the crew and some passengers made decisions that ultimately shaped the…
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Who Matters!
We all have and are living in uncertain times. As we realized with the recent pandemic, it’s just relative, there are times that are more uncertain than others. As we have seen recently, the markets are volatile, companies are struggling to find labor, and something is flying overhead every day. Navigating a time of constant…
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Upon further review
One of the first things I learned at my first Tony Robbins event in 1994 was that “change is inevitible, progress is not.” As I wrote in my blog last week, during these years, I was living in the GAP as I was measuring myself against someone’s results instead of my results. Focusing on his…
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Motivation Matters
Over the past year, one of the areas my mentor and coach have had me focus on is a concept Dan Sullivan calls ” The Gap and the Gain.” In the highly competitive world of sales and business, many people, including myself, stay in constant stress because of what they measure themselves against. I know…
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Being a Hero to your team
When you begin in a sales role, you are taught the basics: prospecting, qualification, presentation, objection handling, and closing. You are given a quota and are driven weekly, monthly, or quarterly to obtain that objective. When you find someone willing to speak with you, you get excited and start to qualify the opportunity. I didn’t…
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Why Motive MATTERS
I was blown away by the response I received from my blog last week, Finishing the Race. The comments I received ranged from simple “thank you’s” to questions about how I created an opportunity from the uncertainty of going through a traumatic life experience. When I read a couple of comments about what happened to…
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Finishing the Race
If you have followed my journey since the Miracle on the Hudson, you know I made a promise in 1997. For about twenty years, I had failed to fulfill that promise, but in 2016, my mission became to fulfill that promise. That promise and my legacy are to teach the next generation everything I was…
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When you close your eyes
One thing I have never shared in public was what was going on shortly after the Miracle on the Hudson. I was getting inundated with requests while trying to help my family deal with what was going on and by the way, going back to work the following week, flying to meetings all over the…
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Pulling off the big win!
In 1967, my father had a friend in Cincinnati, Ohio. He was a radio sports announcer, his name was Phil Samp. My dad would meet with him when he traveled to Cincinnati for business and one day, Mr. Samp and my dad met, he told my dad to get in early on this new football…
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