Posts by Joe Schum

Beware The Challenger: a model that looks great and is not for everyone

The Challenger sales rep.  It just exudes images of Arnold Schwarzenegger dressed in a beautiful suit, wielding an iPad and a broadsword, ready to engage his inner Closer the Barbarian upon some unsuspecting Star Trek redshirt procurement officer, otherwise known as…the client.  Redshirt won’t even know what hit him. Sexy right?  Full of revenue-gathering testosterone. …

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Episode 22: Your True Value!

I’ve raised my prices. Again! Some of the most difficult words to say in a row as a small business owner. Can you say them? Can you believe it? Better yet, can you actually do it? This is about YOUR true value.

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Pez People

“We can’t just be product people!” Shouted my spouse, an accomplished sales professional exasperated by a client’s tired approach to seeking relevance regarding a particular product that was being promoted. Fortunately and unfortunately, her office is right next to mine so she’s bombarded by my presence and passion for better connection and conversation between people,…

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Cousin Izzit

Cousin It, diminutive member of Addams Family fame, had an IQ of 320 and talked at approximately the same pace in miles per hour!  His genius was lost on all but his closest family members.  What was he saying? None of us knows, and it’s my guess that he talked fast because he was asking…

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Dad, When Do We Get There?

“Dad! When do we get there?!?!”   “Stop asking me!  We will get there when we get there!”  That’s what my Dad used to say to us, sequestered in the back seat of an unairconditioned family truckster heading to Grandma’s Florida retreat.  We wanted answers and didn’t know where else to go for them. There was…

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The Godfather of Coaching

The Godfather, iconic and critically acclaimed for many reasons, is considered one of the greatest and most influential films of all time. It was the highest grossing film of 1972, winning a record five Golden Globes (not to be surpassed until 2017), three Academy Awards, and surprisingly, not one for coaching.  Well, that’s a miss…

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What Do George Costanza, Stephen King and I Have In Common?

Goals, goals, goals. So much is written about them.  Setting them. Pursuing them.  Attaining them.  Not attaining them. This is not one of those blogs.  Sort of… Present day living is challenging.  Things happen fast and what to do next is always on our minds.  We don’t want to make a mistake, get disrupted from…

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“But I’m Not Even Supposed To Be Here!”

“I never really planned on going into sales.” Does anyone?  Well, does most anyone?   It amazes me how many times I hear this from people, especially emerging sales professionals, though also more seasoned ones at times.  Not many of us “went to school” for sales.  We didn’t come out of higher education with a degree…

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