Tuesday, December 4, 2012

Vision...one eye or two

"Lord, help this poor son-of-a-bitch (Umpire Ed Hurley). I got two good eyes. Give him one of mine." - Red Murray, died today, 12/4/1958.

What we see, what other people see. Not always the same is it?

How many times at a baseball game do you hear the crowd moaning and groaning over a strike or ball called, while they are sitting roughly 200 feet away compared to the man who made the call? Perspective, distance, vantage point. It affects our ability to see clearly, to judge a position.

Sometimes though, when too close, we see what we want to see, what we assume we should see. Like the umpire who emphatically calls the runner out, despite the fact that the tag was never applied, or the foot slid in under. The ball beat the runner though, so he should be out, no matter what the truth or the instant replay shows, that is the way the umpire sees it.

In our lives, do you see the similarities? In your actions? In others? In decisions you may make daily?

Wednesday, November 28, 2012

Simplify. Simplify. Simplify.

"Our life is frittered away by detail. Simplify, simplify, simplify! I say, let your affairs be as two or three, and not a hundred or a thousand; instead of a million count half a dozen, and keep your accounts on your thumb-nail." Thoreau, Henry David

I wonder how many people have ever heard this. How many have wished it, even without knowing it. The ideal of simplifying our lives seems a dream in today's age. With life, kids, spouses, work, Twitter, LinkedIn, blogging, email, texting, Facebook, various other social medias and technological "advances" that are supposed to make our lives easier, multiple accounts for this that and the other....

"See the ball, hit the ball." Pete Rose

Some people have a knack, a way with words, the ability to boil an act or process down to it's simplest terms. And to make people understand.

"I would have written that shorter, but I didn't have the time." Mark Twain

The simplest form of expression is a smile. The simplest delivery of your message will put the smile on your customer's face. No need to make any conversation complex or confusing, no advantage in being long winded. Deliver the important message and sit back and wait for the response. Watch the smiles.

Tuesday, November 13, 2012

Anticipation...and VISUALIZATION

"People ask me what I do in winter when there's no baseball. I'll tell you what I do. I stare out the window and wait for spring." - Rogers Hornsby

How do you spend your time? Daydreaming? Thinking about what you will do better the next time, picture your next call, your next weeks worth of work?

Visualization. Rehearsing situations mentally. Imagery. Mental preparation. Prepare yourself with mental exercises for all possible challenges to be faced. Your inner eye to see the future, prepare for the upcoming events, rehearse your actions. Your ability to internally role play through hundreds of conversational tangents, and how you will address each.

Athletes do it. Salespeople do it. For presentations. For difficult calls. For day to day routines, for setting yourself up for success. Imagine your perfect response, your most likely avenue for your desired outcome. Over and over again, the images of your activities played in your mind, repeated to hone the skills you wish to have.

Set a routine, daily, to prepare yourself for what you will be doing and visualize your success. The words you will use. the clothes you will wear. Every detail imagine it to be exactly how you want it to be. Prepare yourself for the different reactions, the different questions, the comments you may or may not hear. If you have heard them all once in your mind, you will not be shocked when they come but instead you will be prepared.

Mental. Visualize. Imagine. Rehearse. Prepare. Repeat.

Friday, November 9, 2012

What do you bring to your game?

"The difference between those who win and those who lose is mental. It is the effort winners give, and their mental alertness, that keeps them from making mental mistakes....Dedication and concentration are the deciding factors between who wins and who loses." - Tom Seaver, HOF pitcher.

Are you consistently dedicated? Do you maintain concentration, or does it wane, riding up and down on the day? Are you mentally alert on every call, every contact, every activity?

There is a difference in those who succeed and those who don't. What are you doing? What are you bringing to the call? Half the attention you should? Every single contact you make deserves the respect of your full attention. If you cannot or will not, your results will reflect the level of effort you put forth.

Monday, November 5, 2012

Reaction is not a response

"How can I hit and think at the same time?" Yogi Berra

True right? Not enough time for both. The hours of practice and your natural abilities come together to instinctually respond to the little white ball coming in at you at sometimes triple digit speeds.

When a customer or prospect makes some outlandish statement or asks a difficult question, we have more time to answer than a baseball player reacting to a 100 mph fastball.

Still, your preparation, training, product knowledge, practice and experience all come together instinctively to respond. This response is your wisdom, your value, your reason for being. This is why you have this job, why you are the one to communicate with clients and prospects. The ability to be witty, think quickly, answer honestly, project confidence and integrity, this is why you are successful. You do no react, you do not answer off the cuff, you do not fly by the seat of your pants but you use all your skills to proeject the response needed.

Friday, October 26, 2012

To assume or not to assume

"Just when you think you know baseball, you don't." Yogi Berra

Some people never learn. Some people don't want to learn. Some people don't care to learn. Some people think they know everything. And some people just wing it.

There are different viewpoints on the advanced preparation you should do with a client. Most will tell you to get as much information as you can, knowledge is power, be prepared, know all you are able to know about them, their business, their industry, their problems, their competition...so you appear as a resource and a subject matter expert. All to gain trust.

Is this the right way to approach a client?

Friday, October 19, 2012

Certainly Uncertainty

"There's a two-hopper to Eddie Leon, who catches it on the first bounce." Herb Score, broadcaster.

We all have those moments of uncertainty, where what we say does not quite match up, where we even contradict ourselves within our own words. Clarify, laugh, move on, you are only human. We make mistakes, we sometimes pay for them, but most times it is just not that important. Forget about it, brush it off, no one is paying that close attention. Feel fortunate if someone does realize your mistake, at least someone is listening.

Wednesday, October 17, 2012

Regret

"I wish I had started my slide earlier," Matt Holliday said.

If you saw it, you probably have an opinion. NLCS game 2 between the Giants and the Cardinals, Matt Holiday slid into second base, taking out second baseman Marco Scutaro in the process.

It was an aggressive slide to break up the double play. People are talking about retribution. Calling it a dirty play. Questions of judgement. What is the rule by the book? What is standard practice? All fair questions, a debate that can go on. One belief I do have is the regret is sincere, and Holliday is not a dirty player who was intentionally trying to hurt Scutaro.

But what about you in your life, your business practices, your calls, conversations, interactions? How often do you regret saying or doing? How often are you overly aggressive to where you regret your actions? If you say never....are you playing it safe? Maybe need to push the envelope just a bit? Obviousy it is a fine line to draw, but maybe, just maybe, expand that comfort zone a little. You may have a few more regrets, maybe not, but being aggressive can be just the ticket to take you to the next level. Non aggressive just does not get you very far.

Tuesday, October 16, 2012

"Keep your eye clear and hit 'em where they ain't." Wee Willie Keeler, Baltimore Orioles outfielder, 1898.

This statement comes from 114 years ago. Still as accurate as it ever was, baseball is a timeless sport that blends the centuries together. Watching the hard slide of Matt Holiday into Marco Scutaro in last night's NL Championship series, reminds you of just how little the game has changed. The rules, the players, the uniforms, the teams...allso very much the same as they were in the late 1800's. See ball, hit ball. Of course, 100 years ago there were no TV interviews where analysts and managers and "experts" debated endlessly on the legality and morality of Hollidays takeout slide. Instead, it probably would have been handled under the bleachers after the game, or the first pitch to Holliday in the next game. Somewhere around his ear I would imagine that ball would be directed.

As your day unfolds before you, as the twists and turns of the week or the month distract you, remember Wee Willie Keeler. See the ball, hit the ball. Hit 'em where they ain't.

Monday, October 15, 2012

Count Your Blessings

"The first thing I do in the morning is breathe on a mirror and hope it fogs up." Early Wynn, HOF Pitcher 1982.

Appreciate every day.

"If you don't live to get old, you die young."James "Cool Papa" Bell, 84 year HOF 1985.

We only have so much time here, don;t waste it on anger and hate, jealousy or spite, revenge or retribution. Justice is in living your life with joy.

Thursday, October 11, 2012

Keep your eye on the ball

"It ain't over till it's over." Yogi Berra

Who has thought they lost an opportunity, only to discover it was not as lost as previously thought? Who has won a deal, only to have it pulled back before it is done?

Our day to day lives rotate around opportunities at our finger tips, in our hands, sliding through our fingers like so much sand.....The difficulty in much of this can be in our age of information, doing business via text, email, phone calls and on the phone, 1000's of miles away. Communication to maintain a level of understanding necessary is essential. You must know what is important, what processes are in place, what people are involved, what is happening and what needs to happen to drive to completion. The biggest challenge we have is a customer or prospect who has some conception or miconception about us, our deliverables or capabilities.

Wednesday, October 10, 2012

Simply Unpredictable

"My favorite word in English is "youneverknow." Joaquin Andujar, Houston Astros Pitcher

Surprises come in many packages. The coworker who unexpectedly quits. The person fired or let go for mysterious reasons. The deal you lose when everything was in place. The deal you get when you thought the competition had it. Sometimes these suprises come despite everything we do, all we can do, all the homework, the questions, the digging, the understanding. But most often, if you do your homework, if you truy understand your situation, if you dig, uncover, talk, find out all the angles and the players, even the biggest surprises are not all that surprising.

Monday, October 8, 2012

Value

"A nickel ain't worth a dime anymore." Yogi Berra

How do you define value? Do you dictate your vale proposition, or customize it to your customers? Do you preach and push your features, or listen and help, adjust your presentations to what they are telling you is important to them. Do you discount their opinions on what is important, to tell them what they should be thinking? What is your marketing doing? How do you speak to your customers, with an open mind, a thoughtful ear? Or is it the same spiel to everyone, as if all your customers are identical? Listen, learn, think, respond.

Friday, October 5, 2012

Laugh - Don't Cry

"A sense of humor is a saving grace. It saves people from the sin of pride because humor involves a sense of proportion and the power of seeing yourself from outside." George F. Will, columnist

The agony of difficulties, the unbearable dreadful emotions stirred up within you because of what you cannot control, the sleepless nights spent worrying. The ability to wake up in the morning and laugh at yesterday is impossible for some. To laugh at yourself, your predicament, your challenges...to smile at the world and know that despite everything it has thrown at you you are still alive and kicking. The resiliency to muster on and go forth, continue to put one foot in front of the other, knowing it is all part of the same comedy. Cynicism or satire, slapstick or gallows - the laughter within can fuel your heart and your attitude. Your relative happiness can be tempered with the absurdity of our day to day existence, and remind you of what is truly important.

Thursday, October 4, 2012

Back to the Basics

"We've been working on the basics because, basically, we've been having trouble with the basics." Bob Ojeda, LA Dodgers pitcher, during the season. The Dodgers finished in last place at 63-99.

Ever feel like you get knocked back to square one, at the beginning, starting all over, looking up at the mountain? Remember all you have been taught, all the basic fundamental skills of your job and start there. The confidence will reappear after you begin processing the way you know you can.

Good luck.

Monday, September 24, 2012

Traveling Road Show...

"You've got to be very careful if you don't know where you are going, because you might not get there." Yogi Berra

I have heard this quote many times - one of Yogi's most infamous. I wonder what context it was said in....what he was referring to. I suppose I will have to read his biography again to see if he elaborates on the meaning and how it came to be, or if he even said these words. Still, the truth here exists. I was simply looking for a travel quote today, as I leave for Vancouver WA this afternoon, but came across this.

Do you know where you are going? Do you know how you will get there? Will you know if you are there when you do? Good questions for us to ponder and discuss.

Thursday, September 20, 2012

Longevity, Consistency

Today, September 20, 1998 - Cal Ripken, Jr. took himself out of the starting lineup and did not play in the Baltimore Orioles' loss to the New York Yankees, ending his consecutive-game streak at 2,632 games.

To be great, you must be very good for a very long time. The combination of consistency and longevity is what often defines greatness. How great are you if you only do somethingonce, or for a short period of time? How great are you if you are merely avereage for a long period of time? Greatness if built upon itself, year after year, success after success. Riding out the loows, the slumps, and returning to extraordinary heights time and again. Greatness.

Wednesday, September 19, 2012

Split Second Decision

"In the split second from the time the ball leaves the pitcher's hand until it reaches the plate you have to think about your stride, your hip action, your wrist action, determine how much, if any the ball is going to break and then decide whether to swing at it." - Duke Snider in The Sporting News (November 19, 1952)

How many times in your day are you faced with some similar situation? A client asks an unexpected question? A colleague throws you under the bus? A competitor undercuts you? You reaction, your thoughtful response, your calm and cool response can make the difference.

Friday, September 14, 2012

Grudges

September 14, 1905 - Joe Tinker and Johnny Evers engage in a fistfight on the field during an exhibition game in Washington, Indiana, because Evers took a taxi to the park, leaving his teammates in the hotel lobby. The pair will not speak to each other again for thirty-three years.

Talk about holding a grudge. While still performing day in and day out in front of thousands of Chicago Cubs fans for years and years, they never spoke. They worked next to each other. Check your ego at the door and say you are sorry. Make it work. Forgive and move on. Don't hold a grudge, it gains you nothing. Then looking back later, you won't have to regret holding onto that hate for years. Nothing but wasted time and energy, not to mention the iternal stress it causes as well.

Get over yourself.

Wednesday, September 12, 2012

Honesty

"Ladies and gentlemen, I suffer with you. I've never seen such stupid baseball playing in my life." Ray Kroc, San Diego Padres owner, during their home opener loss to Houston 9-1, 1974. The comments were made over the stadiums public address system.

Perhaps an extreme example. But sometimes just stating it like it is can garner you more respect and opportunity than any other choice. Side stepping an issue does not work. Address it, state the problem in simple terms and do not hide the truth, no matter how ugly it may be.

Tuesday, September 11, 2012

Sales Essential #3

"Sparky Anderson has a slight impediment of speech. Every once in a while, he stops to take a breath." Sportswriter Milton Richman

Let this be a reminder. Listen. Stop and listen. Ask a question. Then listen. Ask another question about their answer, and listen. Learning the right questions is a completely other story, but you first must learn to listen. Aggressively. With intent. Fervor. Passion. Curiosity. Imagine this person speaking to you is someone you have longed to have in your company and you are dying to here every word they say. Do not interrupt. Take notes if you have to. But use your ears, not your mouth, listen. Do not talk over. Do not even open your mouth as if you want to. Smile. Listen. Nod your head. Make hmmm noises if you have to. But LISTEN. Be attentive. Concentrate. Pick up on the little clues and signals they may leave you. Their keywords or phrases. Listen with your eyes as well. The way they speak with their arms, or the way they don't. Pick up on their body language. If you listen, you will learn.

Friday, September 7, 2012

Luck is good stuff

"You've got to be lucky, but if you have good stuff, it's easier to be lucky." Sandy Koufax

I used to have a manager who used the phrase "good stuff" quite often, although not at all in this context. We made fun of the expression as he often sounded unintelligent about the subject at hand when he said it, but this quote reminded me of him.

Good stuff in this case means movement on the ball, the ability to make hitters miss. In our case as business and sales professionals, it means you are good at your job. When people call you lucky, they often do not see the sheer talent and hard work behind the scenes that created that which they call luck.

Sure sometimes we get struck by the oddball lucky circumstance. But how often is it because you were the one working early or late that day that you took the call? Because no one else was there, out golfing, calling in sick, or at the water cooler. Doing your job to the best of your ability and putting in the hours, the time, the effort...that is what creates what many call luck.

Thursday, September 6, 2012

Promotions & Bill Veeck

Bill Veeck once said "Anything you do to enhance sales is a promotion."

Do you know who he is. The last owner to buy a major league baseball franchise without an independent fortune, he was a leader in innovation for the sport. Truly a huge contributor in many respects, he was an "outside the box" thinker before the phrase was used, much less was worn out by over use!

Rumor has it he attempted to purchase the Phildelphia Phillies in 1942, with the intention of signing players from the Negor Leagues. Then commissioner Jdge Landis would not allow it. This was 4-5 years before Jackie Robinson came along.

In 1946 he bought the Clevleland Indians. The following year shortly after Jackie Robinson was playing for the Dodgers, he brought Larry Doby from the Negro leagues to become the first black player in the American League. The story goes that he introduced him to his teammates one by one, and the three that would not shake Larry's hand were traded soon thereafter.

Many other "promotions" of Bill Veecks live on in the memories of baseball fans. He signed as a coach the Clown Prince of Baseball, Max Patkin. His entertainment vgalue was a strong appeal to the fans in attendance. In 1951 he played the smallest person in MLB history, little person Eddie Gaedel, standing 3' 7". He made a single plate appearance and was walked with four consecutive balls before being replaced by a pinch-runner at first base. His jersey, bearing the uniform number "⅛", is displayed in the Baseball Hall of Fame.

He conducted trades in a hotel lobby, in full view of the public. He had his players wear shorts during one game. He added the first "exploding scoreboard" in the major leagues – producing electrical and sound effects, and shooting fireworks for home runs. He added players' surnames on the back of their uniforms. He installed an electric blower to blow the dirt off home plate, and also a mechanical box with fresh baseballs that would rise from underground. Both were operated by the umpire with foot switches. He had announcer Harry Caray sing "Take Me Out to the Ball Game" during the seventh-inning stretch, who went on to become famous for singing the tune. He offered fans free admission the day after an Opening Day defeat. He was the man behind Disco Demolition Night, which resulted in a riot at Comiskey Park and a forfeit to the visiting Detroit Tigers.

Amazing what a little creative thinking can do. What about you?

Tuesday, September 4, 2012

Attitude

"One thing that has always grounded me is being a good soldier. I'm not 25 anymore. I see the light at the end of the tunnel of my career and I have to relish every second. That starts with a good attitude." - Mike Piazza in USA Today Sports Weekly (March 3-9, 2004)

It starts with a good attitude. Whether in person or on the phone, people sense it. The lousy bad attitude will get you nowhere, and a smile and a good attitude will get you everywhere.

Friday, August 31, 2012

Advice.

"They give you a round bat and they throw you a round ball. And they tell you to hit it square." - Willie Stargell

Everyone has something to tell you, there are just a few "experts" out there who will share their knowledge about this, that or the other. Be wary. If it doesn't hit home with you, if it doesn't pass your personal smell test, if it just doesn't seem right in your gut, don't do it. Many opinions, tons of advice, instruction, suggestions, whatever you want to call these "experts", they are often just plain wrong.

Trust your instincts.

Thursday, August 30, 2012

Conquer your fear. Fundamental #2.

"Every great batter works on the theory that the pitcher is more afraid of him than he is of the pitcher." Ty Cobb

Are you fearful? Afraid of your customer? Their reaction to a situation? Are you afraid of your prospect, of them saying something and you won't know how to respond? Scared of cold calling? Nervous about asking about budget? Unsure and full of trepidation about how the next call will go, so you don't make it? Then call someone who you know will be nice to you instead? Agitated and apprehensive before your next presentation?

Before working yourself up, anticipating and predicting what horrible result there may be, take a step back. Ask yourself, what is the worst that can happen, really? In front of a large group, will your clothes suddenly fall off and you will be left standing there naked? Of course not. Might you stumble over a few words? Sure, probably will. Everyone in the room has done the same thing and if anything, empathizes with you. Remember, most clients who are looking to tear you down never have any intention of working with you anyway. But most are not. They are looking for help with their problem, and if you honestly believe you can assist them, all else will fall into place.

The ability to face the most difficult challenges head on is a separation between average and great. To attempt to conquer your fear, to make the difficult call, to ask the key uncomfortable question, to do what needs to be done even if it fills you with dread, that will make you better at your job, your life, your relationships. What is the worst that can happen? Will you find out information you did not know before? That is a good positive result, that you can use in your next conversation, with them or the next.

This is not a one time solution. This must be your mantra day in and day out, do what makes you uncomfortable. Do it and do it again. Do it over. Do it until it hurts. Do it until you learn how to do it better. Then find the next difficulty to face.




Wednesday, August 29, 2012

Play to win. What else is there?

"If you're going to play at all, you're out to win. Baseball, board games, playing Jeopardy, I hate to lose. " - Derek Jeter

Many people hate the Yankees. Understandable. They seem to buy championships. They are often perceived as arrogant. But when you really take a look at the individual players, they impress you.Dedication to winning. The drive to win. The intensity, the desire. They buy the best players. They hire the best coaches and managers. They pour money into all areas of their team, from scouting to player devlopment and all their minor league teams. Every area is dedicated to winning. How many of us can say we work for a company like that?

Tuesday, August 28, 2012

Gotta have that Swagger....

“He plays hard and he's got a little bit of a swagger. A swagger can be a good thing for a club. Good teams always have a little bit of a swagger.” Lou Piniella

Swagger. Cockiness. Confidence. Bravado. But at what point does it get ugly? Smug? Arrogant? Braggart? Pretentious? Conceited?

"If you say you're going to do it, and you go out and do it, it ain't braggin." Dizzy Dean

Quite the fine line to walk. Balance your humility with your attitude, balance the modesty. Self depreciating humor never hurts. Being able to laugh at yourself and own your mistakes.

"If only I had a little humility, I would be perfect." Ted Turner

Monday, August 27, 2012

Obstacles. Problems. Hurdles.

"You have to go understand that life and baseball is littered with all kinds of obstacles and problems along the way. You have to learn how to overcome them to be successful in life." Dave Winfield

You will be faced with interference, from people to processes, from financial to bureaucratic. The struggle to succeed, to surmount the mountain in front of you. Some days will come easy, where all comes up roses. Smooth sailing and full steam ahead, wide open throttle to drive forward. But the rough waters, the iceberg in front of you, to achieve your goal you must also find a way around it. Or through it.


Friday, August 24, 2012

Will you do what needs to be done?

August 24, 1940 - Left fielder Ted Williams of the Boston Red Sox pitches the last two innings in a 12-1 loss to the Detroit Tigers. Williams allows three hits and one run but strikes out Tiger slugger Rudy York. Joe Glenn, who caught Babe Ruth's last pitching appearance in 1933, is Williams'catcher.

So Ted Williams pitched in a pinch? Are you willing to do the same? Will you step up? Outside your comfort zone? To get something done, to do a task "that isn't my job."

Will you pitch in for the good of the team to accomplish the overall goal, setting aside your own personal fears or discomfort?

Will you make that tough call to the customer who hates your company? Will you make the collections call because the accountant cannot get anywhere? Will you load the shipment yourself? Will you go spend 3 hours at a government office to straighten out the paperwork? Will you do what needs to be done?

Thursday, August 23, 2012

Fundamentals. Baseball. Sales.

What's a baseball fundamental? It's any baseball act that is so simple that the man in the stands thinks, "I could do that. Why can't those big leaguers?" Ken Singleton, Baltimore Orioles outfielder, 1980.

There are fundamentals in baseball, and truly in any sport. Vince Lombardi said "Some people try to find things in this game that don’t exist but football is only two things – blocking and tackling."

There are fundamentals in life, in love, in relationships and in business. Especially sales.

So what defines a sales fundamental? First, what is it not? It is not a novelty. It is not a gimmick. Not a trick, nothing new or profound, no style or approach that has never been seen before. It is an old standby, a tried and true method of securing solid relationships with the prospect/client/customer. What is the first and most important fundamental that you can not ignore.

1. Honesty. There is the well known cliche "Honesty is the best policy." Nothing could be more accurate and important in todays business market than being upfront, honest and direct with your clients. Tell people all your good points, your bad, your benefits, your detriments, all that could go wrong and right. While some people do tend to dance around what issues, problems or troubles their product or service may have, the customer sees it. They recognize it and they do not like it. The sense that you are more interested in the sale for your own gain, than for theirs. And that is why they do not buy from you.

Wednesday, August 22, 2012

Separation

Did you know that professional baseball games were illegal on Sunday in Philadelphia until 1934?

Not to get into any sort of religious arguement, and I won't go down the road of the separation of church and state. But definitely a separation of church and baseball, now that I believe in. What better way to spend a lazy Sunday afternoon than watching a ballgame. Some of the older laws in this country frankly baffle me.

Tuesday, August 21, 2012

Own your conflicts

"The base paths belonged to me, the runner. The rules gave me the right. I always went into a bag full speed, feet first. I had sharp spikes on my shoes. If the baseman stood where he had no business to be and got hurt, that was his fault." - Ty Cobb

Taking charge of a situation. Ownership of an issue or a problem. Setting expectations up front. Addressing conflict head on.

People get jealous or upset. Emotions flare and irrational thoughts bubble to the surface. People see not the truth but what they perceive to be true. Frustration sets it...misunderstandings prevail, running rampant. Approach the situation directly, tactfully, carefully, but do not let it fester or grow, as it will only get worse. Do not shy away from the conflict, address it carefully, with concern, empathy and compassion.

Monday, August 20, 2012

Motivation....

"Baseball is the very symbol, the outward and visible expression of the drive and push and rush and struggle of the raging, tearing, booming nineteenth century." Mark Twain

Relentless in effort, tenacity in spirit, the drive to achieve.

Friday, August 17, 2012

Time stands still

"Since baseball time is measured only in outs, all you have to do is succeed utterly; keep hitting, keep the rally alive, and you have defeated time. You remain forever young." Roger Angell, author

A beautiful statement, eloquent and accurate.

Thursday, August 16, 2012

We all say some funny things


"Yogi's been an inspiration to me--not only because of his baseball skills, but of course for the enduring mark he left on the English language. Some of the press corps even think he might be my speechwriter." - on Yogi Berra, George W. Bush, 43rd President of the United States

Humor and self awareness are key components to a good relationship builder. We all make mistakes, say something wrong, we do not all have a telepromter organizing our thoughts for us. We have to think on the fly and be ready for curve ball. Be aware of your situation and who you are speaking to. Adjust your mannerisms, yor speech, your dialog to fit their personality. But still, you will say some stupid things. It happens. Learn to laugh at yourself and not to take it all too serious. You will be better off and you will appear more human. More real. More genuine. People like people who make an occasional flub in their speech, it is endearing. Just move on and forget about it with a smile on your face and a laugh!

Wednesday, August 15, 2012

Demo Call Gone Wrong

So I signed up for a free trial of an online product, a subscription service. Of course, they rope you in by needing to speak with you first. I get it. Been there, done that.

The sales rep went through a process of his demo of his software to me. He did a decent job of casually extracting information from me to help make the demo more relevant. He was conversational, did not seem as if he was reading from a script. That was the good.

The bad. Well, he did not set expectations at the beginning of the call, especially with how long it would take. 30 minutes later, I was getting antsy to get on with my job. At which point he may have sensed it, and he tried to close me. Some sales manager taught him this assumptive close and he probably uses it on everyone, and his management probably wonders why he is not hitting his numbers. Without so much a question as to whether I felt it was the right product, whether it would be beneficial, without even a real conversation about how we could use the tool to save money make money or have a business reason to purchase it, he tried for 3 users at $5000. He didn't know if I was a decision maker. He did not know if I had authority to purchase. He did not know if I had a budget. He did not know if I even wanted it.

Probably the most ill timed closing attempt I have ever seen.

Tuesday, August 14, 2012

Penalize your customers - good move.

"5% resort fee is added to all purchases in Beaver Run Resort."

http://www.beaverrun.com/

Can you imagine if every business did this? Walk into a 7-11 and there is a sign on the door, "5% convenience fee is added to all purchases at 7-11." Or maybe the grocery store, below the King Soopers sign in small letters, "5% access fee is added to all purchases in King Soopers." How about at McDonalds in fine print at the drive through, "5% FFF (Fast Food Fee) is added to all purchases in this drive through."

Where does this come from? Why is it not built into the cost of their products and services, why do we have to pay an added fee? It may seem as if I am whining about a small amount of money, but it is not the point. I have to pay a fee to buy your product or service? You have the audacity to make me a pay a fee to do business with you? This definition seems to fit best: "A sum paid or charged for a privilege."

So I get to pay you extra money for the PRIVILEGE of doing business with you?

This is a penalty, a tax instituted by a private company on their customers. I am sure other resorts do it as well, but that does not make it acceptable. It is not the money - it is being required to pay a "fee" spelled out in black and white for any transaction I make with them. What if you do this with your customers, on the bottom of every quote you send to your clients? "A 5% fee is added to all purchases." How do you believe that would be received by your customers? In whatever business you are in, can you imagine? They simply have it backwards don't they? They should be paying a 5% fee to us for the privilege of providing their product or service to us, as we have other choices. Can you imagine if a business did that? At the bottom of your receipt you saw "A 5% customer appreciation refund is applied to all purchases. Thank you for your business." Now that would be impressive.

Poor customer service I can accept. Usually an individual employee can make a mistake, treat someone poorly, make an unfortunate choice along the way, but there can be reasons. A bad day for example, it happens to all of us. But a corporate decision to announce to their customers that they are charged an extra 5% for doing business with them. Well, I just won't go. Not again.

Monday, August 13, 2012

Dreamers

“I’m for the dreamers. the only really important things in history have been started by the dreamers. they never know what can’t be done.” - Bill Veeck

Dream big, dream often. Dream the impossible dream. I have a dream. Seems we have heard these cliches a thousand times right? But they do ring true, with some of the greatest accomplishments ever having started with someone's dream. Even the little dreams can have a tremendous impact on our lives. What are you dreaming of? WHat can you do today to make it closer toa reality? What step, what action, what questions, what conversations, what direction must you go?

At the end of today, will you have done anything to pursue any of your dreams?

Friday, August 10, 2012

Do you study, grow, learn from your mistakes?

"I always tried to learn about the hitters. Anytime someone got a hit off me, I made a mental note of the pitch. He'd never see that one again." - Christy Mathewson

Not difficult to figure this one out is it? Make a mistake? Make a note, don't do it again. Any opportunity you lose is not lost, for it is the knowledge gained that helps you NOT lose the next one.

Thursday, August 9, 2012

The Lost Art of Follow Through

"It is the follow through that makes the great difference between ultimate success and failure, because it is so easy to stop."
Charles Kettering - Engineer and inventor

Two weeks ago I signed up for a free online database of information. I received a follow up call from them on Tuesday wanting to find ot more about us and my objectives as to why I signed up. Presumably they have additional services for a fee that he would like to pursuade me to buy. I was busy at the moment he called, but asked him to call back tomorrow at 3PM and I would love to talk about it. I truly was interested.

That was yesterday. Have not heard from him. What happened to follow up? What happened to follow through, doing what you say will do?

Admittedly he could have a valid reason. His kid could be sick, he could have gotten in a car accident at lunch. Who knows. But my guess is there is no reason. Either his lack of organization failed him, his CRM failed him or he just didn't do it. My guess is the latter.

Don't let this happen to you.

Wednesday, August 8, 2012

Technology

August 8, 1877 - After St. Louis catcher John Clapp has his cheek smashed by a foul tip, replacement Mike Dorgan goes behind the plate wearing a mask. This is perhaps the first use of a catcher's mask in an official National League game.

Ahhh technology. The use, development and progression of technology. In every industry it grows, changes, moves ahead to better protect us, help us, improve our efficiency and accuracy. Remember when the fax was such an innovation? Years ago, did you prospect out of the yellow pages? Who could have imagined the internet? Hoovers? Jigsaw? LinkedIn? Email?

Do you use it to your advantage? Or do you use it to waste time? Do you research? Or do you play? Do you know your customer before you call them, by spending the basic amount of time browsing a website or a profile? Or do you go in cold and blind, guessing and winging it? With the information at your fingertips, there is no excuse for not having basic understanding and knowledge of an account before speaking with them.

Tuesday, August 7, 2012

Tenacity

August 7 1907 - Walter Johnson pitched the first of his 416 victories, all for the Washington Senators during his 21 year career.

In many careers, the ability to continue to persevere through the difficult situations is what separates the successful from the mediocre. Stubborn is often considered a negative trait, but it can be just a refusal to surrender to adversity. Endurance. Determination. Professional dedication. Persistency is required in many occupations to achieve your goals. Certainly when dealing with colleagues or customers, you often walk a fine line between persistency and annoyance. T

After catching his 2226the game, Carlton Fisk said: "This record isn't something that just happened. It is more an example of endurance and perseverance."



Monday, August 6, 2012

Ambition

"I'm just a ballplayer with one ambition, and that is to give all I've got to help my ball club win. I've never played any other way." Joe Dimaggio

How many of us can say the same about our approach to our jobs, our companies, our boss and our situation, even our home life? What a difference we would make, in our lives, in other's lives, in the world around us. An attitude prevails and catches, contagious, as you push yourself forward to be better, to win and never accept losing until the final out. Ambition of the successful. Ambition is the desire for achievement, and is often considered a selfish trait. With many people it can be, but if harnessed, focused, directed, you will achieve what you desire in the end. Focus on your client, ensure they are receiving what they need, what they want, what they must have for their own success. Direct your ambition to the company you work for, its success and growth. Focus on the love of your life, may they be the recipient of your ambition and provide them with what they need to be happy.

It will come back to you and your achievement, your success, your wealth will come to you from them and you will have earned it.

Friday, August 3, 2012

Obscurity...

Toiling away in obscurity. Quick, name the top 5 all time leaders of stolen bases in baseball. You may know some or most, #2 Lou Brock led the way with 938 until #1 Rickey Henderson came along and smashed it with 1406. #4 Ty Cobb Had 892 and was considered the most fearsome and fearless basestealer ever. A man from my generation, someone I watched play heer in Denver with the Denver Bears, #5 Tim Raines pulls up the back of the pack with 808.

So who is #3 you ask? The man who actually held the record with 912 official stolen bases from 1901 until Lou Brock broke the mark in 1979.

Today August 3, in 1888 Billy Hamilton stole his first base in the major leagues. Before returning to the minors in 1902, "Sliding Billy" totalled 912 stolen bases.

Most people have never heard of Billy Hamilton, even most baseball fans. Many of us are great at what we do, perhaps even the worlds greatest, but no one will ever know. Through some odd combination of work, persverence, sacrifice, luck, skill, contacts, relationships, education, networking, looks, talent, personality and probably a thousand other factors, some of us rise to the top. Dale Carnegie. Zig Ziglar. Brian Tracy. Tom Hopkins. There are many more.

But there are hundreds, thousands, tens of thousands of regular salespeople toiling away in relative obscurity that are excellent at their craft. Perhaps they do not want to leave their small town because of family. Perhaps they are comfortable with the small industry they are in because it just makes them happy. But they can be just as good as any of the others, just as thoughtful, just as motivated, just as talented.

It doesn't matter if no one has ever heard of you, you still may be the best at what you do.

Thursday, August 2, 2012

Pride

"You can't be proud of what you don't do." Birdie Tebbetts, Cleveland Indians Manager 1963.

When you do succeed though, you should be proud. You should want to yell it from the rooftops, let everyone know. Not to be boastful, but to share your success, to help others understand why you succeeded. Your colleagues will be inspired or motivated, and your customers want to do business with someone who is doing well. Success breeds success, and there should never be any harm in letting the world know you achieved your goal.



Wednesday, August 1, 2012

Sometimes Numbers Do Lie

One day, Yankees PR Director Marty Appell included in the media notes all the categories in which Thurmon Munson led AL catchers. He also put that Munson was second among AL catchers in assists. That day, Yankees pitchers struck out seven batters. On every one, Munson dropped the ball, threw it to first for the assist, then gestured toward the press box.

This was taken from a great article about the Fisk/Munson rivalry in the 1970's by Peter Gammons: http://espn.go.com/gammons/s/0723.html

The point is, statistics and numbers can be made to look pretty, but aren't always oh so true. From sales figures to number of calls made, from phone time to closing rate, numbers can be skewed one way or the other to make someone look good, or bad.

Tuesday, July 31, 2012

Luck

"Bob Gibson is the luckiest pitcher I ever saw. He always pitches when the other team doesn't score any runs." — Tim McCarver

When you see someone succeed, you may perceive it as the result of many different factors. Perhaps luck, fortune or happenstance. Perhaps God given talent. Skill even. Even what is perceived is not seen though, the hours and hours of work put in behind t he scenes. Rarely does someone excel at an endeavor without it, the blood sweat and tears of years of practice, study, dedication to craft. When you see someone land the monster, take the time to ask them what they did to achieve it. How long they had been working it. Consider their background, their schooling, how many books they read, seminars they attended, phone calls they made, letters they wrote, advice they had asked for. What they had done throughout their career and their loves to achieve at that moment what they had set as a goal. What we can't see is more important than what we do see. All we have as spectators is the finality of the achievement, none of the groundwork enabling it. If only we could view it as a whole, appreciate it more, maybe we all would learn more about what it requires to grasp that golden goose.

Monday, July 30, 2012

Do you have a "net negative" salesperson?

"I don't like them fellas who drive in two runs and let in three." - Casey Stengel

Ever had one of those salespeople on your team? The guy who drives everyone crazy? The one who is a net negative for the company? The one who causes drama and turmoil for the rest of the staff but still produce record revenue? One who may exceed expectations when it comes to dollar production, but is not producing to the other expectations set forth...whatever they may be? Do not be afraid to fire your top producer. Expectations must be set in all areas. Of course, perhaps it is the managers fault for not properly demanding and holding them to the performance expectations set forth. They must be held accountable, just like the rest of us.

Thursday, July 26, 2012

Why do we question?

"To raise new questions, new possibilities, to regard old problems from a new angle, requires creative imagination and marks real advance in science." - Albert Einstein

Good ol' Albert. He limited himself to science, which helped us out a bit in WWII. His mind, his creativity, his unique approach is what created his genius. To stand apart from others, to remove yourself from the group to see from a different perspective. To separate from the collective and to see "it" differently. The ability to consistently gain that new viewpoint can provide you the edge in creative problem solving. And as salespeople, as partners, as friends, as colleagues, that ability can make us remarkable.

Tony Robbins said: "Successful people ask better questions, and as a result, they get better answers."

Monday, July 23, 2012

Intimidation?

"The pitcher has to find out if the hitter is timid, and if he is timid, he has to remind the hitter he's timid." Don Drysdale

Ever had a customer do this to you? Don't blink, don't let them see you sweat. Act like you have been there before and be calm. Sometimes you have to fighrt fire with fire, and tactfully and respectfully respond with equal agressiveness to show that you will not be bullied.

Friday, July 20, 2012

Closing a save? Saving a close? Closers & Savers?

The "Save" in baseball has been around as an offical statistic since 1969. The MLB rulebook states:

Saves:
Rule 10.20 in the Official Rule Book states:
Credit a pitcher with a save when he meets all three of the following conditions:
(1) He is the finishing pitcher in a game won by his club; and
(2) He is not the winning pitcher; and
(3) He qualifies under one of the following conditions:
- (a) He enters the game with a lead of no more than three runs and pitches for at least one inning; or
- (b) He enters the game, regardless of the count, with the potential tying run either on base, or at bat, or on deck (that is, the potential tying run is either already on base or is one of the first two batsmen he faces; or
- (c) He pitches effectively for at least three innings. No more than one save may be credited in each game.

The term "closer" has been around in reference really only since the 1990's, as most often the term previous was "fireman." Typically relievers were used in this sense to "put out a fire" of potential runners scoring. ESPN.com writer Jim Caple once wrote wrote that closers' saves in the ninth "merely conclude what is usually a foregone conclusion."

In terms of "closing a sale" - If the job has been done, the questions and concerns addressed, all i's are dottted and t's crossed - the next step of cosing the deal should be to "merely conclude what is usually a foregone conclusion." Right?

Thursday, July 19, 2012

Unassisted? We all need help. Most of the time.

July 19 1909 - Cleveland shortstop Neal Ball pulled off the first unassisted triple play in modern Major League history.

In baseball history, the unsassisted triple play is one of the most rare feats to be accomplished, only 15 times in history. From June of '27 to September of 1992, there was only ONE.

Rarely does one succed in life without some form of help along the way. As individualistic as we all may be, as determined as we are to go it alone, as much as we may be a "Lone Wolf" - do not forget your team. From invoicing to marketing, from warehousing to shipping, they all contribnute to the customer satisfaction at the end of the day.

Rarely is anything ever "unassisted."

Wednesday, July 18, 2012

Opinions are like....

"All opinions are not equal. Some are a very great deal more robust, sophisticated and well supported in logic and argument than others." Douglas Adams

Do you homework before opening your mouth. Sharing an idea without substantial evidence to support your opinion can be dangerous and foolhardy.

Monday, July 16, 2012

Longevity

July 16 1902 - John McGraw was named manager of the New York Giants, a job he would hold for thirty years.

To be great, one has to be very good for a very long time. The ability to achieve consistency, day in and day out, year after year, can gain and retain your clients. Your residual rewards will continue to grow as you maintain your level of effort, determined, forceful, without fail, running out all the groundballs.

Friday, July 13, 2012

Winning & Losing

July 13 1963 - Early Wynn, at 43, registered his 300th and last victory.

"I don't like losing a ballgame any more than a salesman likes losing a sale." Early Wynn

Do the people who succeeed the most, the longest, do they hate losing more than others? Are winners driven by a fear or hatred of losing so much so that it is the true reason they rise above the others?

Thursday, July 12, 2012

Promotional Marketing!

On this date in baseball history, July 12, 1979 - Thousands of fans overran the Comiskey Park field during Disco Demolition Night, causing the Chicago White Sox to forfeit the second game of a doubleheader.

Made me think of what marketing ideas we have that just don't work out very well. Chocolates in the summer, leting all over. Hosting events with so little turnout you lose money. Buying promotional items in large quantities before verifying the quality will work for you. There was 10 cent beer night in Cleveland in 1974.

Think hard about your promotions, they can be detrimental!

Wednesday, July 11, 2012

Swing Big.

"I swing big, with everything I've got. I hit big or I miss big. I like to live as big as I can." - Babe Ruth

July 11, 1914 - Babe Ruth made his 1st appearance in the big leagues with Boston and was credited as the winning pitcher. The beginning of the career of the most fanous baseball player in history.

A complicated man to be sure with many strengths and weaknesses, his biography is fascinating. What gets me the most though is his love for the game, the sheer fun he had. He enjoyed helping people, he enjoyed the fans, he seemed to enjoy and live his life like few people do. I am sure his money and fame had something to do with it, ("If it wasn't for baseball, I'd be in either the penitentiary or the cemetery.") but I believe we can all learn a bit from him. Quit complaining and be happy with what you have.

But back to Ruth's comments about swinging big. Give it all you have. This is a life lesson to be remembered, as you do not know what you could have if you don't try, if you don't swing for the fences, if you don't reach for the stars, if you don't stretch for the impossible. Ask the prettiest girl out for a date, go for the job or the promotion that you don't think you have a chance of landing, go for the large client, try to speak with the CEO. Do not sit afterwards regretting what you did not try, but live with the satisfaction that you did try. Even with failure, the attempt was well worth the effort. You never will succed if you do not push yourself, to reach beyond. If you cannot do it yourself, recognize it, and ask for help. Your wife, friends, brother, boss, coworker, they can help you talk through it. Then do it.

Tuesday, July 10, 2012

Analogies

"Making love is like hitting a baseball. You just gotta relax and concentrate." Susan Sarandon

I love a good analogy. Nothing like one to make a joke, lighten a mood and make a point. People remember them. They can make a complex problem seem simple.

Monday, July 9, 2012

Control is Paramount

"Some may have thought it was essential to know how to curve a ball before anything else. Experience, to my mind, teaches to the contrary. Any young player who has good control will become a successful curve pitcher long before the pitcher who is endeavoring to master both curves and control at the same time. The curve is merely an accessory to control." - Cy Young, Hall of Fame pitcher

Control. The ability to exercise restraining or directing influence over. A necessary skill. To control one's own temper, emotions, speech, tonal inflection, mannerisms. We all have situations that we face, obstacles in life, challenges we encounter...that when we look back we wish we had acted differently. The ability to know the appropriate behavior at that time and to act accordingly, that is the control you seek. Force yourself to breathe, control your breathing first, your heart rate, let the anxiousness of the moment wash over you and through you. Let the storm subside so you do not react. Reaction is a lack of control. When you have mastered this, then act accordingly. Think about what you would think later, and do it then. Control yourself and respond. Wait. Breathe. Relax. Calm.

Friday, July 6, 2012

Are you a loser?

"Above anything else, I hate to lose." Jackie Robinson

Seems that all winners have a common trait, an intense hatred of losing. I love it. Some people these days seem not to care. We teach our children to not be sore losers. We teach them to accept failure too easily. Schools these days eliminate certain activities because some poor child's self esteem may be damaged because he lost. Well that is life, You win some, you lose some. But the losing, the experience of it, helps strengthen your character, and most often will instill a drive in your heart. A motivation to not let that happen again. I believe we are robbing our kis of the experiences that will make them great. By not allowing winnning and losing, we continue to foster the mediocrity.

Here is to you all you losers out there, may you use the it to your advantage. Learn something to avoid losing again!

Thursday, July 5, 2012

Impact.

"A life is not important except in the impact it has on other lives." Jackie Robinson

Success can be yours, if you focus on your customer, your partner, THEIR success, not yours.

"Caring about others, running the risk of feeling, and leaving an impact on people, brings happiness." Harold Kushner

Caring is the word. If you are able to demonstrate "The Care Factor" no matter the risk, the rewards will follow. The impact on others will come to you. If you care enough to take a chance.

Ethical Business Questions....

July 5 1947 - Larry Doby of the Cleveland Indians becomes the first black to play in the American League. So sad it took that long.


Lou Gehrig said right many years earlier: "There is no room in baseball for discrimination. It is our national pastime and a game for all."

I will do business with most anyone, and there are some customers out there who just rub you the wrong way. But as they say, their money is still good. But racism, well, that is another story. I have a hard time stomaching any racist comments from anyone and find it near impossible to do business with them. Does doubling their price make it better or acceptable? What would Jackie Robinson say?

"He led America by example. He reminded our people of what was right and he reminded them of what was wrong. I think it can be safely said today that Jackie Robinson made the United States a better nation." - American League President Gene Budig

I am guessing he would disagree with me.




Wednesday, July 4, 2012

Today is your lucky day.

"Fans, for the past two weeks you have been reading about a bad break I got. Yet today, I consider myself the luckiest man on the face of the earth. I have been in ballparks for seventeen years and I have never received anything but kindness and encouragement from you fans. Look at these grand men. Which of you wouldn't consider it the highlight of his career just to associate with them for even one day? Sure I'm lucky. Who wouldn't have considered it an honor to have known Jacob Ruppert? Also, the builder of baseball's greatest empire, Ed Barrows? To have spent six years with that wonderful little fellow, Miller Huggins? Then to have spent the next nine years with that outstanding leader, that smart student of psychology, the best manager in baseball today, Joe McCarthy? Sure, I'm lucky. When the New York Giants, a team you would give your right arm to beat and vice versa, sends you a gift, that's something. When everybody down to the groundskeeper and those boys in white coats remember you with trophies, that's something. When you have a father and mother work all their lives so that you can have an education and build your body, it's a blessing. When you have a wife who has been a tower of strength and shown more courage than you dreamed existed, that's the finest I know. I consider myself the luckiest man on the face of the Earth. And I might have been given a bad break, but I've got an awful lot to live for." - July 4, 1939 at Yankee Stadium on Lou Gehrig Appreciation Day

One of the best men ever. If only we could all live life the way he did.

Tuesday, July 3, 2012

How flexible are you?

"Pitchers, like poets, are born not made." Cy Young, Hall of Fame Pitcher.

Cy Young played from 1890 to 1911, totalling a record 511 Wins in an amazing Hall of Fame career. He also holds the record for the most losses in a career with 316.

Longevity and consistency, keys to success in any industry, business or relationship. He examplified the ability to adapt, change and progress as his industry evolved around him. As the most successful pitcher of all time, he straddled the bridge between the old era and the new era of baseball. When he first played, balls were being thrown underhand, fouls were not counted as strikes, the pitchers mound location was different and he did not even wear a glove until his sixth season!

How do you adjust your style, your approach, your techniques? Are you flexible in your delivery, are you able to modify your mannerisms, your voice inflection, your speed of speech? Are you able to recognize the need for such changes, or do you blunder on ahead with the same everything all the time?

Monday, July 2, 2012

Effort & Empathy - What does it get you?

"I want to be remembered as a ballplayer who gave all he had to give." Roberto Clemente - Pittsburgh Pirates outfielder, 1972.

Roberto Clemente collected his 3000th hit of his career on t he last game of the 1972 season. He was killed in a plane crash the following New Years Eve when transporting emergency supplies to earthquake victims in Nicaragua.

I have recently witnessed death first hand of people who were in the middle of their extraordinary lives, helping others, building families, and then to be taken suddenly. I wonder how mmany of us give all that we can, to our spouses, children, co-workers, customers...all the people in our lives that we meet on a day to day basis. Are we good to them? Or are we just good enough to get what we want out the relationship? Do we help them and offer our support, our assistance, our empathy? Do we care enough to show them that we care about them as people? Do we care to know enough about their problems so that we can help, or just listen? Or are we all too focused on ourselves to possibly give to others.

I think most of us know the answers, and somehow we keep forgetting the questions.

Thursday, June 28, 2012

Temper, temper...

"The ballplayer who loses his head, who can't keep his cool, is worse than no ballplayer at all." Lou Gehrig, NY Yankees

Anger management. The ability to control the reaction to undesirable circumstances, events or people. The ability to swallow your pride. The ability to move on and forget the past. To forget about the water under the bridge - quickly. Count to ten, take a walk, take a drive, call your wife, whatever your secret is use it to your advantage anddon't let it impact the rest of your day. Having a very short memory can be the most productive trait you can have if you are in a business or career that forces you to face constant rejection, criticism and failure. Baseball. Sales. Good luck.

Tuesday, June 26, 2012

Up/Down

"Every season has its peaks and valleys. What you have to try to eliminate is the Grand Canyon." - Andy Van Slyke, St Louis Cardinals

The highs and the lows, the ups and the downs. Difficulty in tempering enthusiasm as well as disappointment helps maintain the even keel needed to be productive day in and day out. Difficult to do! A particular line I always remember is from Reggie Jackson: "I was reminded (by Jim Bouton) that when we lose and I strike out, a billion people in China don't care." Keep your personal triumphs and tragedies in perspective.

Monday, June 25, 2012

How do you break a "slump"?

"Most slumps are like the common cold. They last two weeks no matter what you do." Terry Kennedy, SD Padres Catcher

A slump. What is a slump? How do you break out of it? How do you avoid them altogether? What is it you do?

Friday, June 22, 2012

When do you cross the line - Confidence to Cockiness?

"If you say you're going to do it, and you go out and do it, it ain't braggin." Dizzy Dean, Hall of Fame pitcher

The confidence that a successful person displays is fun to watch. They are a shining star and you want to be like them, to have that air of invulnerability, to seem to be on top of everything. But the line they can cross, to overbearing cockiness, how does that happen? Where? When? None of us really like to deal with a braggart, but there is some sort of magnetic quality about someone with inner strength and courage that you can feel. But arrogance is most often a detriment to a relationship of anykind, business or personal and should be avoided.

Thursday, June 21, 2012

Thoughts to Provoke Action

"Prefer the errors of enthusiasm over the complacency of wisdom." Branch Rickey, Hall of Fame Executive

Perhaps the single greatest downfall for any successful person, complacency. Websters definition is "self-satisfaction especially when accompanied by unawareness of actual dangers or deficiencies" which is of course accurate, but not nearly as descriptive as I thought it would be. Complacency in the real world, in baseball, in business, in life, in love...what is your definition? I see not only the self-satisfaction, but the blindness that followsin seeing the further action one must take to maintain their level of competency. It seems it is human nature, once you get to a point of success, you feel it is no longer necessary to strive to hold that level.

But the truly successful, they never stop. Their attitude is relentless and it keeps them on top, always.

Wednesday, June 20, 2012

Losing - Does it Drive you?

"If a tie is like kissing your sister, losing is like kissing yuor grandmother with her teeth out." George Brett, KC Royals 1986

How many of us accept losing without a fight? How many of us use the experience to learn? How many of us make every attempt to never lose in that way ever again? How many of usstudy and analyze the loss enough to know what went wrong, where, and when?

Winning is great, but losing can be a more valuable teacher.

Tuesday, June 19, 2012

Winning - Not the Charlie Sheen variety.

"Winning isn't everything. It's second to breathing." George Steinbrenner

Sometimes I wonder if salespeople have the same drive that professional athletes do. I believe the successful ones must. One has to be smart about time and resource management, but I believe too many unsuccesful people do not succeed simply because they quit too early. Never say never, always try, fight fight fight, down to your last at bat - still swinging. As Yogi said "It ain't over till it's over."

Friday, June 15, 2012

"Most one run games are lost, not won."

"Most one run games are lost, not won." Gene Mauch

When you barely lose....was it because of what they did? Or was it because of what you did or didn't do?

Thursday, June 14, 2012

Victrix patientia Duris

"There are three secrets to managing. The first secret is have patience. The second is be patient. And the third most important secret is patience." Chuck Tanner, Piitsburgh Pirates Manager

Wednesday, June 13, 2012

Leadership - Then vs. Now

"Learn to know every man under you, get under his skin, know his faults. Then cater to him — with kindness or roughness as his case may demand." John McGraw

"In playing or managing, the game of ball is only fun for me when I'm out in front and winning. I don't give a hill of beans for the rest of the game. The men who loses gracefully, loses easily. Sportsmanship and easygoing methods are all right, but once a team of mine is on the diamond, I want it to fight. Namby-pamby methods don't get much in results." - John McGraw in The Old Ball Game: How John McGraw, Christy Mathewson, and the New York Giants Created Modern Baseball (Frank DeFord, Grove Press Publishing, 03/02/2006, Page 51)


The manager of the New York Giants, Little Napolean was his nickname, a player from 1891-1906 and manager from 1899 to 1932.

His approach, would it work today?

Tuesday, June 12, 2012

What constitutes teamwork?

"The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don't play together, the club won't be worth a dime." Babe Ruth

Friday, June 8, 2012

Is experience an advantage?

"Experience is a hard teacher because she gives the test first, and the lesson afterwards." Vernon Law, Pittsburgh Pirates Pitcher

Thursday, June 7, 2012

How do you help others?

"Life is precious and time is a key element. Let's make every moment count and help those who have a greater need than our own." - Harmon Killebrew

Life, business, sales, relationships, marriages....Helping is the greatest gift of all....I always remember my two year old daughter being taught the Help sign in sign language and how her face would look when she would use it and really want my help. From our first days here on earth, the need for assistance, for support both physical and emotional, for touch, for love, for aid, for comfort - the need is as basic to our survival as food and water.

Wednesday, June 6, 2012

What are your 3 keys to success?

"They key to winning baseball games is pitching, fundamentals and three-run homers." - Earl Weaver, Baltimore Orioles Manager

Ask another manager in the National League, you may get a different answer. Perhaps speed, defense and situational hitting.

No matter your endeavor...baseball, life, sales, archery, or being a successful husband...force yourself to focus on three specific items. You may be surprised at the results if your clarity improves on these how all the other activities (your life, your job, your career) all seem to come together as well.

Tuesday, June 5, 2012

"Luck is the residue of design." - Branch Rickey, St. Louis Cardinals General Manager

"Luck is the residue of design." - Branch Rickey, St. Louis Cardinals General Manager

The design of your day, your approach, your overall strategy to do what it is you do. Whether sales, management, process, quality control or lawyer, having this in place every day creates the focus you need. Often at the end of the day those who had the best plans and the boldness and dedication to act.....those people seem just a bit luckier than the rest.

Monday, June 4, 2012

Visualize to Win.


"Two things help me be a winner. One is I try to stay on an even keel. I don't get too high or too low. Two is I do a lot of visualization. I never see a bad pitch. I always see a good one."
Ila Borders, first woman starting pitcher in a men's professional baseball.

Friday, June 1, 2012

Casey at the Bat

Casey at the Bat
by Ernest Lawrence Thayer ©

Published: The Examiner (06-03-1888)



The Outlook wasn't brilliant for the Mudville nine that day:
The score stood four to two, with but one inning more to play.
And then when Cooney died at first, and Barrows did the same,
A sickly silence fell upon the patrons of the game.

A straggling few got up to go in deep despair. The rest
Clung to that hope which springs eternal in the human breast;
They thought, if only Casey could get but a whack at that -
We'd put up even money, now, with Casey at the bat.

But Flynn preceded Casey, as did also Jimmy Blake,
And the former was a lulu and the latter was a cake;
So upon that stricken multitude grim melancholy sat,
For there seemed but little chance of Casey's getting to the bat.

But Flynn let drive a single, to the wonderment of all,
And Blake, the much despis-ed, tore the cover off the ball;
And when the dust had lifted, and the men saw what had occurred,
There was Jimmy safe at second and Flynn a-hugging third.

Then from 5,000 throats and more there rose a lusty yell;
It rumbled through the valley, it rattled in the dell;
It knocked upon the mountain and recoiled upon the flat,
For Casey, mighty Casey, was advancing to the bat.

There was ease in Casey's manner as he stepped into his place;
There was pride in Casey's bearing and a smile on Casey's face.
And when, responding to the cheers, he lightly doffed his hat,
No stranger in the crowd could doubt 'twas Casey at the bat.

Ten thousand eyes were on him as he rubbed his hands with dirt;
Five thousand tongues applauded when he wiped them on his shirt.
Then while the writhing pitcher ground the ball into his hip,
Defiance gleamed in Casey's eye, a sneer curled Casey's lip.

And now the leather-covered sphere came hurtling through the air,
And Casey stood a-watching it in haughty grandeur there.
Close by the sturdy batsman the ball unheeded sped-
"That ain't my style," said Casey. "Strike one," the umpire said.

From the benches, black with people, there went up a muffled roar,
Like the beating of the storm-waves on a stern and distant shore.
"Kill him! Kill the umpire!" shouted someone on the stand;
And its likely they'd a-killed him had not Casey raised his hand.

With a smile of Christian charity great Casey's visage shone;
He stilled the rising tumult; he bade the game go on;
He signaled to the pitcher, and once more the spheroid flew;
But Casey still ignored it, and the umpire said, "Strike two."

"Fraud!" cried the maddened thousands, and echo answered fraud;
But one scornful look from Casey and the audience was awed.
They saw his face grow stern and cold, they saw his muscles strain,
And they knew that Casey wouldn't let that ball go by again.

The sneer is gone from Casey's lip, his teeth are clenched in hate;
He pounds with cruel violence his bat upon the plate.
And now the pitcher holds the ball, and now he lets it go,
And now the air is shattered by the force of Casey's blow.

Oh, somewhere in this favored land the sun is shining bright;
The band is playing somewhere, and somewhere hearts are light,
And somewhere men are laughing, and somewhere children shout;
But there is no joy in Mudville - mighty Casey has struck out.

Thursday, May 31, 2012

What do you worry about?

"The pitcher has got only a ball. I've got a bat. So the percentage of weapons is in my favor and I let the fellow with the ball do the fretting." - Hank Aaron

Who has the upper hand in your dealings, your conversations, your negotiations? What is it you worry about before you walk into a meeting, a presentation?

Wednesday, May 30, 2012

What is your motivation?

"One of the beautiful things about baseball is that every once in a while you come into a situation where you want to, and where you have to, reach down and prove something." Nolan Ryan

What are you out to prove? What drives you? What is your motivation? What is it that makes you come out and perform to your best ability? How do you keep reaching down day after day to find and grab that motivation and use it?

Is it money? It is ego? Is it a fear of failure? Some deep rooted childhood emotion that forces you to come out swinging? Do you feel backed into a corner and perform at your best when you do? Is it competition? Out to prove you are better than the rest?

What drives you to success? Where is your motivation growing? Do you plan it for the next day? Do you prepare yourself to be motivated with scheduled activities to jumpstart your attitude? Or do you have to do it all over again, from scratch, every day?

Tuesday, May 29, 2012

What opportunity will you create today?

"Every day is a new opportunity. You can build on yesterday's success or put its failures behind and start over again. That's the way life is, with a new game every day, and that's the way baseball is." Bob Feller

What opportunity will come your way today? What opportunity will you create? What does this new day bring to you, the opportunity to uincover that new client, to speak with someone for the first time, to make a first impression on a new prospect. Today is the first day to call someone you have never tried calling before. Now is your time, now is your opportunity.

Friday, May 25, 2012

What rules do you live by?

"The only thing I believe is this: A player does not have to like a manager and he does not have to respect a manager. All he has to do is obey the rules." - Hall of Fame Manager Sparky Anderson


What rules do you have and follow?

Thursday, May 24, 2012

Passion & Enthusiasm

"It's a great day for a ball game; let's play two!" - Ernie Banks

Passion for a game, for your business, for what you are selling, for your job and life. Enthusiasm for improvement and to do more. Sometimes that is what it takes to put yourself ahead of the next guy, who just may be going through the motions.

Monday, May 21, 2012

Practice your good habits.

“There is no time to fool around when you practice. Every drill must have a purpose. I try to never get away from that…habits are important” -Albert Pujols

What do you do well? Do it over and over again. Do it until it is second nature and you do it all the time for everyone. The rewards will come to you not because you were trying but because of what you were doing naturally.

Friday, May 18, 2012

Sales Management

Baseball is a simple game. If you have good players and if you keep them in the right frame of mind then the manager is a success.
Sparky Anderson

So the question is how do you maintain the right frame of mind for a sales staff?

Thursday, May 17, 2012

Do Not Be Afraid. Strive for better.

"You can't be afraid to make errors! You can't be afraid to be naked before the crowd, because no one can ever master the game of baseball, or conquer it. You can only challenge it." Lou Brock

Do not be afraid to take a chance, to fail, to approach someone, to ask for what you want. Do not be afraid of confrontation, of attitude, of rejection, of disappointment. Do not be afraid to pursue perfection. Though it may be impossible to achieve, it will only bring you closer. Do not be comfortable, complacent, lazy or content. Strive for better and you may be the best.

Wednesday, May 16, 2012

"Set your goals high, and don't stop till you get there." -- Bo Jackson

"Set your goals high, and don't stop till you get there." -- Bo Jackson

Every trainer, every coach, every speaker, every boss, everyone speaks of goals. You can find quotes about the subject going back throgh time and see this is a constant theme throughout personal success and motivation. This is not by coincidence. Short term goals, long terms goals, written goals, setting your goals, evaluating your goals....our entire lives are spent climbing, struggling, sometimes leaping from one goal to another. The progress we make, the steps we take, are easier and more fulfilling to us personally if we take the time to measure them, to study them, to write them down, to reward ourselves when we achieve success.

What are you doing now, each day, today, to reach the goals you have for yourself? DO YOU KNOW? Can you answer the question?

Tuesday, May 15, 2012

Knuckleball Expectations

"It's like snowflakes -- no two are ever alike." - Jason Varitek on catching a knuckleball.

Expect the unexpected, be prepared for that which cannot be prepared for. Sounds difficult, but the art of the sale is often as challenging as catching a knuckleball. Always different, often unexpected and sometimes completely unpredictable. Sales training is no replacement for experience, and all the experience in the world cannot prepare you for some customers.




Monday, May 14, 2012

It is not just a numbers game...

"If you dwell on statistics, you get shortsighted. If you aim for consistency, the numbers will be there at the end." - Pitcher Tom Seaver

Consistency in effort and attitude will reward you, you will be where you want to be. That is if your activity is quality and focused. Do not practice the same bad behavior over and over. You don't go up to bat just to get your hacks in, just to swing the bat. Approach with a plan, a focus, a goal. Take it the other way....lay a bunt down to move the runner over...drive the pitch to the outfield to sacrifice the runner in from third. Same as with your sales approach, each and every call must have thought, research and an achievable goal. Simply calling to make your numbers of calls, to hit your call quota, is not sales. It is not simply a numbers game. 10 well thought out calls are better than 100 bad ones.

Friday, May 11, 2012

"Real knowledge is to know the extent of one's ignorance.". --Confucius

"Real knowledge is to know the extent of one's ignorance.". --Confucius

Have you noticed how many people identify themselves as an "expert" in their profession? Most of these people who be far better off admitting what they don;t know instead of going around beating their chest telling everyone what they do know, how they know better than anyone else, how their methodology, process or system is better than anyone else's. Take a look in the mirror. Speaking of mirrors, here is another quote: "Baseball is the only major sport that appears backwards in a mirror." ~George Carlin, Brain Droppings, 1997

Thursday, May 10, 2012

Team Effort

"Only in baseball can a team player be a pure individualist first and a team player second, within the rules and spirit of the game."
Branch Rickey

Is he right? I see sales as primarily an individual effort, but one that requires one to be a team player as well. Support staff, delivery processes, all the characters and cohorts that join with you in supporting a customer. It does take a team to make a happy client, but that strong willed individual leading the way is the salesman responsible for the yes or no at the end of day. I have seen many salespeople make a mistake in not recogning how much of a team effort it takes and what the other members contribute to make everyone a success. Sad really, that so many people are blinded to the efforts of their coworkers and how they contribute to their own good fortunes. Recognize it and your team will be stronger.

Wednesday, May 9, 2012

Have a plan

"Good hitters don't just go up and swing. They always have a plan. Call it an educated deduction. You visualize. You're like a good negotiator. You know what you have, you know what he has, then you try to work it out." –Dave Winfield

A plan. Negotiation. When you make a call, when you have a conversation, when you meet with that someone. Have an idea in your head about specifically what you want to have happen. What you want to say, what you want them to know about you, what you want to know about them, what you want them to do at the end. Baby steps or big huge giant leaps, move forweard and accomplish a goal that you set forth before the engagement. Have a quality at bat and you will be better off than when you went in.

Tuesday, May 8, 2012

Today is a new day...

“Every day is a new opportunity. You can build on yesterday’s success or put its failures behind and start over again. That’s the way life is.” Bob Feller

Accentuate the positive, eliminate the negative. Funny how all the old sayings, the cliches we have heard time and time again, they often are as true today as they were 100 years ago. Today is a new day....Shake it off....Forget the past....So difficult by human nature's standards for many of us to do what we know is best for us. Just like Nike said though, Just Do It. It is the only option, to move forward without remembering or dwelling on the swings and misses, on the NO's we received, on the doors slammed in our faces, Wha do they matter today, for today is a fresh start, a chance to begin again.

Monday, May 7, 2012

Adjust to Survive.

To me, baseball has always been a reflection of life. Like life, it adjusts. It survives everything.
Willie Stargell

People who remain the same confuse me. To change, to challenge, to consistently strive for better is how we have achieved. As humans, as a society, as friends, as baseball players and yes, even as salespeople. A constant adjustment, a tweaking, a slight alteration of course due to the weather in front of you, it is always necessary. You must keep your eyes and ears open to be aware of what needs changing. Look, Listen, and use the intelligence you have to modify your behavior to fit the situation. Choke up on the bat, watch the pitchers eyes, see how the defense if shifting to your left, keep your hands back....

Friday, May 4, 2012

The Darwinism

It's a contest and everything that implies, a struggle for supremacy, a survival of the fittest. - Ty Cobb

You must continue to prove yourself every day. Never stop fighting, to win, to succeed, to be better than your competition. Always remember to strive to be the best and know that your competition is doing the same. To beat them you have to be better, smarter, work harder, try harder, react quicker, think faster, be creative, the better, be the best. To survive and to excel.


Thursday, May 3, 2012

Most games are lost, not won!

Most games are lost, not won! - Casey Stengel

How many times do we make a decision or take action when doing nothing would have been a better choice?

Wednesday, May 2, 2012

Winning and Losing

No matter how good you are, you're going to lose one-third of your games. No matter how bad you are you're going to win one-third of your games. It's the other third that makes the difference. ~Tommy Lasorda

In life there are situations beyond your control, deals you never have a fair chance at, and times where you miss your target. Even if you are the best at your job whatever it may be, sometimes you will fail. There are also the easy times, the "gimmes", situations so easy, so simple, situations dropped in your lap where you succeed. But the rest lies somewhere in between, and those make you who you are. They define you, as a salesman, as a husband or wife, as a father or mother, as a student or a teacher.

Tuesday, May 1, 2012

Commandments for Success

Ten Commandments for Success in Baseball
by Joe McCarthy (1949)

# Commandment
1. Nobody ever became a ballplayer by walking after a ball.
2. You will never become a .300 hitter unless you take the bat off your shoulder.
3. An outfielder who throws in back of a runner is locking the barn after the horse is stolen.
4. Keep your head up and you may not have to keep it down.
5. When you start to slide, slide. He who changes his mind may have to change a good leg for a bad one.
6. Do not alibi on bad hops. Anybody can field the good ones.
7. Always run them out. You never can tell.
8. Do not quit.
9. Do not fight too much with the umpires. You cannot expect them to be as perfect as you are.
10. A pitcher who hasn't control hasn't anything.

Old rules from 60+ years ago and they still apply to baseball today. The more things change, the more they stay the same and baseball remains a game of a round ball being hit by a round bat. How many of these commandments apply to everyday life...how many are a recipe for success in any endeavor?

Monday, April 30, 2012

Expect the Unexpected....

I don't care how long you've been around, you'll never see it all. ~Bob Lemon, 1977

As much as you prepare, as much as you study and educate yourself to be armed with all necessities to address any situation....you can never quite anticipate the unexpected. Study the film, read the books, role play and do all you can, but yet still, some issue will rise up to smack you in the face. But your resilience, your response to adversity, your ability to face all that comes to you head on with humor, goodwill, honesty and humility.....it defines your character.

Friday, April 27, 2012

.300 Average

"Baseball is the only field of endeavor where a man can succeed three times out of ten and be considered a good performer." ~Ted William Ahhh the Splendid Splinter, sharing his thoughts on one of the subjects he knew best - Hitting. While specific percentages and variables are difficult to nail down, there is a common belief in sales that a 30% close rate is a target conversion rate for qualified leads. As in baseball, we all need to analyze how best to increase our average. Disciplined hitters focus on quality at-bats, taking pitches and working deep in the count, waiting for their pitch to hit and even taking a free base on balls if they don't. A good salesman understands quickly how to qualify a lead, how to identify the true potential of a prospect and how to focus their efforts to make sure they convert. Quality conversations, waiting for the right moments to take action, and knowing when to let a prospect walk away. Essential skills.

Thursday, April 26, 2012

Keep Swinging

“Every strike brings me closer to the next home run.” ― Babe Ruth A man with a way about him, a swagger that has never been duplicated. His statement here applies to so many of us in life, sales, baseball, business.....Every failure is movement, and movement in the right direction will lead to success. 714 career home runs is a number many of us know. Babe Ruth also had 1330 Career Strikeouts. Keep swinging, keep striking out, keep hitting Home Runs.

Wednesday, April 25, 2012

After 42 years of life and 23 years of mostly successful sales experience, I have decided to declare myself an "expert" on sales, leadership, motivation and developing and maintaining business relationships. Join me in the fun and trust in the future.