How to Sell Your Competition

The president of a company was frustrated with the poor sales traction he was getting out of his sales team. He told me they were getting the leads and the appointments. Yet when it came time to close the deal, … Continue reading

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ArrowHead3 Consulting in the News: SPN News

In 2011 I was asked to deliver a keynote speech to the State Policy Network (SPN). SPN is a network of state think tanks with the focus on the free-market. Since then, I’ve enjoyed our work with this organization. I’ve … Continue reading

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Tragedy to Triumph, a look at Walt Disney

One of the most painful things for a sales person is losing a deal they thought they had. Trust me, I know! Awhile ago, I lost a big deal that I thought was going to close, but at the last … Continue reading

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Sell Less Better!

I’ve been taking a class from a renown profession from Emory University entitled “The Art of Teaching: Best Practices from a Master Educator.” I enjoy seeing how he and other professors capture the attention of their students and make their … Continue reading

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Purpose, Passion & Power

  On a cold fall morning a few years ago, my college son and I boarded a bus in Krakow, Poland for Auschwitz. The verdant rolling hills were spotted with beautiful hamlets. It was cold, and a gentle drizzle fell … Continue reading

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Chalet’s Trip to the Vet

A few weeks ago one of my dogs, an Airedale Terrier named “Chalet” had a bad abscess on her bottom, right near the tail. It was swollen, oozing and causing her a great deal of pain. I will spare you … Continue reading

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“Be” Your Best Story

Many times in my line of work, I have the opportunity to help individuals on their own personal stories. I don’t necessarily mean the kind they write down for others to read, but their life purpose; the one that drives them … Continue reading

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Lennon & Einstein… Experts in Sales?

John Lennon and Albert Einstein may not seem like a likely pair, both were long-hairs, but beyond that the similarities evaporate. However, they both understood the importance of looking for the potential of something, rather than just the current state. … Continue reading

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Carving & Painting… Tools for your Story

Michelangelo was a master artisan because he was a skilled sculptor and painter. His carvings of David and the Pieta were matching only by his ethereal paintings at the Sistine Chapel in Rome. He was intimidated by the scale of … Continue reading

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Logos, Pathos, Ethos… Oh My!

For years I’ve known the three key tests of a great (i.e., “persuasive”) message were: 1 – It appeals to the emotion of the audience 2 – It creates differentiation from other options 3 – It has credibility You can … Continue reading

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