Deciphering the True Art of Selling

Entrepreneur vs. Sales Cycle

“You’ve been selling all your life. I need your help. Do salesmen sell or do customers buy?” I asked. I had just finished a meeting with one of the most experienced entrepreneurs I have had the honor to know. He started with my first startup in the early 1980’s as a salesman. Back then, he […]

The Once in a Lifetime Experience

When the Magic Is Now

“All it takes is all you’ve got!” the inscription read at the end of the dedication. I was digging through boxes in our closet looking for some long-lost motorcycle parts. I unearthed a plaque which I received from my salesforce when I left my first startup. Here is the inscription on the plaque: Presented to […]

The Secrets of Preparation and Practice

Two Critical Ingredients for Lasting Impact

I’ve found there are three steps to delivering an effective speech. First is understanding the organization and audience so I can get to an interesting topic. Second is preparing the speech. Third is practice. Having done this for a long time, I’ve found these steps are critical in preparing and delivering a presentation with lasting […]

What It Means to Be Co-founder of a Startup

Companies Are Built on Transparent Relationships

“I’ve reviewed the business, but I can’t seem to get the right question answered. I need more information to decide if this is a good fit for me,” Mark said. Mark is a corporate executive who is ready to make the leap to fast-growing startups. He wants to get in early with a company solving […]

How I Made Myself Feel Small

And What I Changed from the Experience

“Not everybody thinks I am helpful. There is this one guy in the startup community who really dislikes me,” I said. Here’s the story. I met with a founder and his team in 2009. They were bright, talented, and chasing what looked like a big problem in a growing market. I was asked to join […]

How I’m Learning to Get Real and Write from My Heart

The Pain and Gain of Transparency

“I always wanted to write a novel,” she said. I was having lunch with Michelle, a good friend who owns an advertising agency. I always admired her for her copywriting. Her writing, even in a simple email, was clear and to the point. When she wrote copy for a product, she had a way of tapping […]

Life Reimagined Confirmed

2 Realizations That Changed Everything

I was now an angel investor. I had one company which was kind of working, one not working, and one which was failing. The money was going out. Nothing was coming in. This was the result of my first two years of my reimagined career. To tell you the truth, I wasn’t sure I was […]

From Moose Head to Ministers

Finding a Church Is Not Easy

Finding a church. Sounds simple, right? Not simple. I had not regularly attended church in 20 years. Kathy and I took the family to Episcopal Easter and Christmas services. That’s because Kathy grew up Episcopal, and we were married in an Episcopal church in Denver. But I grew up attending St. Paul’s Catholic Church in […]

Sometimes You Must Simply Trust

An Unusual Request Starts a New Adventure

“I accepted Christ as my Lord and Savior,” I said to Bob. Bob Weber of Weber & Associates is a sales and leadership trainer. I hired him to lead a seminar for my sales team in the early 1990s. I met Bob at a marriage seminar I attended as part of a couple’s management retreat […]