Pulling a Truman

People are grousing about the price? Sounds like a sales problem to me. Customers don't understand our product? Sounds like a sales problem to me. No one came to our seminar? Sounds like a sales problem to me. One customer thinks another customer is getting preferential treatment? Sounds like a sales problem to me. People... Continue Reading →

Crying won’t help

A couple of weeks ago, the Miami Dolphins lost to the New England Patriots in an AFC match-up. (Sorry folks, but here comes another football metaphor.) There wasn't a lot about the game that came as a surprise--the Pats were expected to win, after all. To the Fins' credit, the score--23-16--ended up fairly respectable. Unfortunately,... Continue Reading →

Take heart

In a conference room, educators, administrators, and parents meet at a table. Suddenly, in the midst of their discussion, gunfire erupts nearby. At the moment of recognition, some reflexively dive for cover, while others spring from their seats and head toward danger. I can't shake this image. What makes some people instinctively jump into the... Continue Reading →

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