Are you run­ning out of air or are you mis­read­ing the objec­tive…..
Let’s say you’re on the beach, swim­ming just off shore. You notice a shiny object on the ocean floor. You go back to the beach, grab your snorkel and fins, and head back out.
On the way out you see the tide com­ing in. Now […]

Bluff­ing is the most excit­ing topic in poker. It is the art of win­ning with­out hav­ing the best hand.
Wikipedia defines “a pure bluff, or stone-cold bluff, is a bet or raise with an infe­rior hand that has lit­tle or no chance of improv­ing. A player mak­ing a pure bluff believes he can win the pot only […]

What have you done for me lately?   What???
Well it’s that time of year again and with the econ­omy the way it is, it’s been that time of year — all year.
Kudos to the lead­ers that bagged the big one and prayers for the oth­ers that have them on the hook and are try­ing to reel them […]

There’s a prospect I’d been call­ing on, for sev­eral months.   Their project has started and stopped sev­eral times this year, but this past month we were hot and heavy on the clos­ing trail.
We’d agreed on final sys­tem con­fig­u­ra­tion, made arrange­ments for alter­na­tive financ­ing, and come to agree­ment on final pric­ing.
Inter­face specs had been blessed by all parties […]

At the Air­port last week, had some time to kill before my con­nec­tion so I decided to get a shine. (At this point let me say that a shoe shine is one of THE best things you can ever do. Some­one fusses over you, it’s cheap, there’s imme­di­ate grat­i­fi­ca­tion, and your shoes look great.)
For rea­sons that […]

This is one of those top­ics that requires some self aware­ness. And, some desire to actu­ally NOT rel­ish in the dis­trac­tions of your job. I know so many peo­ple who just can’t get out of their own way. They spin up inter­nal BS; they med­dle with use­less part­ner reps; or they focus on the details […]

Twenty-one days into the month and I had zero on the books. Null. Zip. Noth­ing. You get the pic­ture.
How­ever, the sit­u­a­tion was bright­ened with an appoint­ment so I got busy.
Get­ting up early, I did my pre-call research and gath­ered all my mate­ri­als.
Arriv­ing early, I greeted the par­tic­i­pants of the meet­ing with a smile and some food.
Ask­ing questions, […]