Posts by Joe Schum
Ready [ in-duh-vij-oo-uhl ] [kuhn-trib-yuh-ter] 1
Individual [ in-duh-vij-oo-uhl ] – a single human being, as distinguished from a group. Contributor [kuhn-trib-yuh-ter] – a person who contributes money, assistance, etc. Let’s put them together shall we? A single human being, who contributes money, assistance, etc…, feels under appreciated don’t you think? I originally began writing on this subject with the sales professional…
Read MoreEpisode 38: Person v Thing
There’s a lot of chatter out there right now about Discovery. The proper way to “Discover”. And most of it, nay, all of it is misguided. Even the sharpest tools in the drawer reflect back to one basic premise: their own agenda.
Read MoreiNOT Robot
Issac Asimov, in his sci-fi classic I, Robot said; “You just can’t differentiate between a robot and the very best of humans.” Well, Issac, I dug the book, and on this part I will disagree. Are we ready to give up being human beings already? Richard Branson once said “We are human beings, not human…
Read MoreEpisode 37: Say It!
Be confident. Say what you mean! (80’s comedian reference inside!!!)
Read MoreStorm of the Century
Meet Ian.There have been many famous ones. The most famous Ian of course is Ian Fleming. This according to several websites, not just my adoring fanship for all things 007. Many are actors like Ian McShane and Ian McKellen. And there are the musicians like Ian Anderson and an obscure college fave of mine: Ian…
Read MoreEpisode 36: Come To My Party And Bring Me Gifts
Ok fearless leader, time for an inventory of the last requests you made of your team members: was the request made for their benefit?…or for yours?! Let’s take a brief and candid look…
Read MoreEpisode 35: Who’s Job Is This?
A common misstep I see new leaders take is their inability to leave their old job behind…
Read MoreEpisode 34: Green Light Red Light
We worry about the client wanting us, do we really want this client?
Read MorePreventing Forest Fires
When I was a kid, there were constant, ubiquitous public service announcements (or PSAs) that admonished kids for playing with matches because of all the forest fires we could and would start given to our proclivities as, well, kids. It ignored the part about first being in a forest which for most of us was…
Read MoreEpisode 33: I Completely Understand
What is it about us that we struggle to just ask another human being a good sincere curious question? One that has meaning? Creates impact? Is it economical? I mean SHORT! Concise lesson in being concise!
Read MoreWalk Don’t Run
Meetings with clients are essentially back on! Whether in person or over the phone and video, it’s happening. And if you’re like most people, you get in, cover what you want – and hopefully what the client or prospect wants – and get out. It’s just like driving through Rhode Island. So why the hurry? …
Read MoreEpisode 32: Deep Water Is For Hippos
Something common I see in sales professionals is their ability to get their “list” accomplished in any conversation. Any engagement with a client or prospective client. We tend to stay in shallow waters, ask a question, get an answer, move to the next thing we want to know, discover. Time for the deep end!
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