BLArticle®
The personal touch of a blog; the informative touch of an article.
Learning From Winning And Losing In Sales
Listen Here On Apple Podcasts It’s been suggested that an overwhelming amount of customers don't do any kind of a win/loss analysis. This means they don't understand why they win business and more importantly why they are losing business. Twenty-five year sales...
Promotions Are So Yesterday!
LISTEN NOW on Apple PodcastsMarch 20th, 2023 The time-honoured tradition of defining a career development exclusively in terms of promotions, moves, and title changes is, well… dead. Don’t panic! One of Inc. Magazine’s Top 100 speakers, author Julie Winkle Giulioni...
It’s All In The Timing
Listen Here On Apple Podcasts Recently, I witnessed a classic mistake made by presenters... and it was made by a professional speaker. In this Pocket Sized Pep Talk, I’ll not only tell you what it was, and how it diminished his performance, I’ll also tell you how to...
Five Myths Of Being An Entrepreneur
LISTEN NOW on Apple Podcasts March 13th, 2023 I’m not sure I’ve ever met anyone who didn’t tell me they had a thought or two about being an entrepreneur. I’ll bet you have too! Internationally recognized facilitator and speaker, Beth Berman sits down with Rob and lays...
Are You The Least Expensive?
So, there you are, coming down the homestretch with a customer you are trying to sell, and you get to the price. That price disclosure is met with a small groan, a wince, and a tug of the chin. Let’s assume you’ve done a great job of creating urgency, and a great job...
The Perfect Combination
LISTEN NOW on Apple Podcasts March 8th, 2023 What does a comedy team – the greatest comedy team ever – have to do with the way you present information? The answer is everything, and in this Pocket Sized Pep Talk, I’ll tell you who they are, why you should care, and...
Help Them Grow or Watch Them Go
Listen Here On Apple Podcasts One of the most knowledgeable professionals in the area of career development, and Bestselling author Dr. Beverly Kaye sits down with Rob and discusses the keys to engaging and keeping good people believes caring about people. Spoiler...
The Art Of The Giveaway
Listen Here On Apple Podcasts Figuring out an intelligent giveaway when you’re a presenter is not as easy as you might think. In this Pocket Sized Pep Talk listen in, because I’m quite confident, I can tell you how to get this little potentially important move just...
Communicating With Courage
Listen Here On Apple Podcasts It takes courage to find your voice, open up, and invite others to open up to you. Step on a stage for a presentation, or walk into a clients office with a message to deliver, and we all feel something. Author and executive coach Michelle...
A Different ABC’s of Selling
Let me set the stage for you. It’s a small sales bullpen with an all-star cast of characters. Ed Harris, Alan Arkin, Jack Lemon, Kevin Spacey, and Alec Baldwin. It’s a stormy night, and you can hear the thunder as Alec Baldwin...
The Great Equalizers; My Secret To Success
LISTEN NOW on Apple Podcatss February 22nd, 2023 What if I could provide you with two special words? These two words are so powerful that they can help you in almost any professional interaction you might find yourself in. In this Pocket Sized Pep Talks, and I’ll tell...
Courage Champions
Listen Here On Apple Podcasts Are you a champion of change? Oh, I’m sure your organizations is trying to transform its culture to be more inclusive and sensitive to diversity, but how’s that going for you? Lifetime achievement award recipient, co-author of four books...
The Art Of Aiming Your Probes
When you attempt to create trust in a conversation with others, three of the first four moves are pretty simple. You need to keep your questions open, you need to listen, and you need to avoid asking problem related questions. So, assuming you...
There’s Always A Lesson To Be Learned
Listen Here On Apple Podcasts It’s a common scenario; we develop experience in a given area, and then decide there is little else we can learn. In this Pocket Sized Pep Talk, I’ll tell you how this recipe for failure almost caused me to miss one of the most important...
How Salespeople Make Customers Lie
I’ve heard it a thousand times: “I ask my clients if they have any problems, which I’m pretty sure they have, and quite frankly, I think they aren’t responding truthfully.” It is amazing how many clients tells salespeople they don’t have any issues whatsoever and...
Leave Those Presentations Alone!
Listen Here On Apple Podcasts For over seven years I taught ever trainer at Xerox how to give a presentation, and have a Bestselling book on the topic in it’s 4th edition and on the shelves for over 25 years. Ah, but in this Pocket Sized Pep Talk, I’ll tell how even...
From Burnout To Breakthrough
LISTEN NOW on Apple Podcasts January 23rd, 2023 Life doesn’t really get easier, we get stronger and more resilient... but just how resilient are you? Author, and hall of fame professional speaker Eileen McDargh sits down with Rob, discusses her book, Burnout to...
The Lost Sale That Still Haunts Me
Listen Here On Apple Podcasts Like most people who sell, I’ve had some sales I’m pretty proud of, and a few that I’d rather forget. In this Pocket Sized Pep Talk, I’ll tell you a story about the one client that I was unable to close… and to this day, I still think I...
Beating The Odds As A Leader
Listen Here On Apple Podcasts John Maxwell once said, “A leader is one who knows the way, goes the way, and shows the way.” But exactly how do we train our leaders to do just that? Bestselling author, noted speaker, and leadership expert Marcia Daszko sits down with...
The End At The End
Here’s a quick question for you: What’s the most underrated part of a sales call? Let me give you a few choices: The Beginning. As the shampoo commercial states, “You only have one chance to make a first impression.” When opening up a sales...
“Rob is an expert not only in the art of influence,
but also in human nature.”
~Ken Blanchard,
coauthor of The One Minute Manager® and Trust Works!