BLArticle®
The personal touch of a blog; the informative touch of an article.
Connect The Decision Making Dots
As a child, I remember one of my favorite games was connect the dots. What initially looked like just a bunch of random dots on paper, could magically be connected to create an unexpected prize, and that prize was a picture. Well, when looking at how ideas...
The Danger Of Building A Team In Your Own Image
I had a passion for sports as I grew up, and in particular, basketball. I was a point guard, and I loved the challenges that went along with playing that position. Point guards have to be fast, eager to learn, and ready to lead. I found myself studying the...
Navigating Generational Friction at Work
Listen Here On Apple Podcasts Orwell once said, “Each generation imagines itself to be more intelligent than the one that went before it and wiser than one that comes after it.” Differences of any kind—whether they be race, religion, gender identity, or values—can...
The Greatest (and Simplest) One Step Sales Method… Ever!
It’s no secret when it comes to selling, I believe in processes. Xerox drilled this into me. I learned all sorts of selling processes while working for that company. I learned SPIN selling, Buyer Focused Selling, Professional Selling Skills, (PSS,) and more. When...
Finding Success Utilizing Acting Skills
Listen Here On Apple Podcasts Whether you're a manager, a parent, a salesman, a job seeker and more, so much of what we do depends on our ability to project the right emotion and feeling. Writer, director, producer, actor and acting coach Craig Archibald sits down...
Controlling The Narrative Of Your Dreams
The other day, I was watching a television show with my wife and a commercial came on. It showed some little girls playing with their dolls, and I noticed my wife, who typically dislikes commercials, was smiling. When I asked her about it, I was surprised at her...
The Starbucks Effect… On Conversations
The other day, I was on a coaching call with a client, and the Starbucks name kept coming up. Strangely enough, it had nothing to do with my asking this client to meet me at the coffee shop. It came up because I was asking this client...
It’s All About Choices
Listen Here On Apple Podcasts Life is about choices. These choices can have an impact on all you do. Author, life coach, and professional speaker Ron James sits down with Rob and talks about the choices he made that set him on a dangerous, destructive path... until he...
It Turns Out Timing Really Is Everything
We often think of the phrase, “timing is everything,” as a way of coping when something doesn’t go our way. The fact is, timing really is everything, but not in the fate versus reality perception. No, when I mention timing, I’m referring to our actual pace of...
Another Timely Reminder
The other day I met a friend for lunch at a designated time and place. I had planned a very busy day, but I really like my friend and the restaurant we were to meet at, and I could not wait to break bread. I was on time, but my friend was...
Getting Back Into Meeting-In-Person-Shape
Like many, it’s been a while since I’ve engaged with clients on the road. With most trips, there are logistics to work out, protocols to abide by, and a general sense of business etiquette to follow. When you’re meeting with clients live these...
The Power Of Infectious Energy
When it comes to an actual delivery, I don’t suffer from Zoom fatigue, and I sincerely appreciate the various delivery options available like breakout rooms, polls, chats, video, PowerPoint, and more. I back that up with a professional backdrop, a powerful...
The Greatest Myth In Sales: Always Be Closing
The whole concept of closing brings with it many myths. These myths are perpetuated by old schools of selling; they placed a heavy emphasis on this particular stage of selling. What’s worse, many are a little intimidated to challenge the old conventional methods of...
The Fight For Feedback
One of the most emotional issues that any manager, coworker, presenter, or even family member must deal with is giving feedback. On the surface, this may appear to be a rather simple issue, but be assured, it most certainly is not! To begin with, it is extremely...
Which Lifeline Would You Choose?
I would guess that you’ve seen the show, “Who Wants to Be a Millionaire.” Originated in England, contestants tackled a series of multiple-choice questions to win large cash prizes. The original American version premiered on ABC in...
Team Over Talent
I’m a sports fan; there’s no denying it. I love the action – the drama – the excitement – and believe it or not, the interviews. After all, when you have sales in your blood, the post game interviews are when you to hear the real selling! It’s important to...
I frequently mentor others who are struggling at work, or are in career transition, and one topic seems to always come up: “I don’t like my manager!” After over a decade of conversations about this, the “I don’t like my manager” mantra continues to be discussed. When...
Contempt of Conversation
I’ve always enjoyed a good courtroom drama. The maneuvering – the intrigue – the excitement! By watching those shows, you can learn a great deal about what to do, and what not to do. It’s always fascinating to watch when a lawyer is held in contempt of court. This...
The Faceoff Between Curiosity And Fear
Have you ever wondered what drives people to consider change? In the world of sales, we not only wonder about it, we’re consumed with it. It’s what drives people to take action, often before a salesperson is even present. It can represent a real struggle. Like two...
Beware Of The “What If’s”
Let me set the stage for you… You’ve mustered up the courage to take a different path. Maybe you’re attempting a new skill. Perhaps you’re meeting with a new prospect or client. It could be you’re attempting to do something that involves a higher degree of risk...
“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!