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Death of the Sales(wo)man’s Reputation

By Joe Schum / January 12, 2021 / 0 Comments

“As soon as the gold in the casket rings; the rescued soul to heaven springs.” What could be the very first formal pitch from the first example of the “bad salesman.”  His name: Johann Tetzel (1519 AD).  His job: raising money to assist Pope Julius II in building St. Peter’s Basilica in Rome.  Johann, aka John, was very good at his job. His weapon?  Fear.  His leverage? Donate to the church, assist in building this cathedral, avoid hell.  And…you didn’t really have to repent!  Your donation. without copping to anything, released some relative from purgatory sending them upward, into the…

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Glinda: The Good Coach of the North

By Joe Schum / January 1, 2021 / 0 Comments

“She had the answer the whole time, and if I told her she would’ve never believed me”.  And so said Glinda,the Good Witch of the North, in a recent viewing of the iconic film The Wizard of Oz as post-Thanksgiving entertainment.  Glinda was one powerful and wise coach. Who knew? And what is her coaching superpower?  Honoring one of the cornerstones of Co-Active model coaching: that people are creative, resourceful and whole, and the answers truly lie within each and every one of us.  Glinda connects with Dorothy on her journey and continues to witness her progress.  She challenges her…

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The “S” Word.

By Joe Schum / December 3, 2020 / 0 Comments

“I don’t want to come off as ‘sales-y.’” How many of you sales pros out there have either thought this, even said it out loud?  How many who are not a sales professional have thought of sales(wo)men as shifty? Untrustworthy? Dare I say it: sleazy? Oh, and all of you small business owners and entrepreneurs, I’m calling you out too; sales is an important requirement for a healthy business.   This must end here.  Now. So, this blog is really for all of us, and mostly for those of us who are sales professionals.  A profession (my choice of descriptor) that…

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Gossip Is the Grease: Energy Refocused For Real Connection, Confirmation And Learning

By Joe Schum / November 2, 2020 / 0 Comments

Pope Francis said recently that gossiping is a “plague worse than COVID.”  It divides us, he said.  “Please brothers and sisters, let’s try to not gossip,” said the Pope. “Gossip is a plague worse than COVID. Worse. Let’s make a big effort: No gossiping!”  For clarity purposes, this blog accepts the definition of gossip as talking about another person(s) when they’re not “in the room” with you. This includes virtual rooms such as on phones, video platforms and social media exchanges. I was once challenged during a management development course to not gossip for an entire week.  A WEEK!  Yikes. …

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Send/Receive

By Joe Schum / October 5, 2020 / 0 Comments

As the first presidential debate of 2020 disappears into our rear view mirror, I can’t resist an opportunity to newsjack, bringing you perspective regarding communication exchanges that happen between human beings. The question is: Debate or Conversation? Debate is about stating and defending ideas, positions, and opinions while conversation is about an exploration of these same things.  Both have a place in communication and both are critical in maintaining connection. Which do you tend to lean into when communicating?   Debaters tend to be seen as argumentative. They can also be seen as passionate about their beliefs and values. Conversationalists are…

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Did The Clampetts Have To Relocate? A Boomer’s View…

By Joe Schum / August 26, 2020 / 0 Comments

Yes! Another blog yet about change! I just typed in “articles about change” and came back with 3,540,000,000 in .45 seconds.  Add in my measly 9 (now 10) blogs on this subject in some form or another and you’ve got tons of opportunities to explore the ideas, and take actions that create change. Especially when change is created for you! This one is specifically about MOVING (and ultimately moving forward).  I have clients in transition who are thinking about moving to new places.  I see many, many people making appeals via #socialmedia that state they are “willing to move to…

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Babe. I Got You Babe.

By Joe Schum / July 30, 2020 / 0 Comments

“I would LOVE to connect with you and discuss possibly having you appear on my new prime time TV show that features faith-based entrepreneurs on the [Redacted] Network. Please connect with me and send me a message if you want me to send you more details.” I received that flattering message last Monday.  Now, in all candor, I’m not a faith-based company.  I have my faith, and it is not part of my outward brand.  So, with some thought, I responded: “Thanks for the gracious offer, and I want to be clear that I’m not a faith-based business so it…

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The Show Must Go On!

By Joe Schum / July 13, 2020 / 0 Comments

The show was cancelled. Or was it? Well, the show that we were used to seeing was, and magically it was substituted with 1000 shows that were so inspiring, so creative, so organic, amazing, wondrous and…fun, that it taught a lesson: We human beings are the most creative creatures on the planet. I sat in a chair on the shore of a tiny lake, a pond really. A place I’ve sat many times over the years and a few times on one our nation’s most glorious and celebrated days: the Fourth of July. In previous years there were quiet moments,…

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I Want To Be Different From Everyone Else Out There.

By Joe Schum / June 17, 2020 / 0 Comments

Three blogs in draft mode have been circling the planet for the last two+ months.  Have you seen them in the night sky?  Those are my contributions to the clutter of the iCloud.  Which one gets the nod?  Which of them will have the greatest impact?  Which one exhibits the most passion for the present moment? Answer:  NONE. As I readied my keyboard to cross the finish line on one of those gems, I received the following from a client: “The value for me (in learning the Modern Sales Conversation) is that it allows me to sound different from every…

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Q Power: 9 ways to keep powerful questions powerful

By Joe Schum / May 5, 2020 / 0 Comments

Questions are a prerequisite to learning. Questions are a window into creativity and insight.  Questions motivate fresh thinking. Questions challenge outdated assumptions.  Questions lead us to the future. So says Eric E. Vogt, Juanita Brown and David Isaacs in their paper on The Art of Powerful Questions.  So my next question is: “Why are we so bad at it?” Powerful questions, sometimes referred to as transformational questions, are the Cadillac of questions.  They elicit the greatest and most thoughtful answers and truly provide for fresh opportunities to learn about each other.  And that can be really, really uncomfortable in polite…

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