All Articles
How to learn persistence
When you follow up you demonstrate your character and your trustworthiness. And, anyway, we can all benefit from...
Don’t just follow your passion
For many years, I believed that “following your passion” was the best way to discover where you excel....
Are you focused on the process or the outcome?
I practice handstands everyday. The goal is a 60-second one arm handstand. But I’m less interested in that...
Own your faults
I’ve always loved the story of Sherlock Holmes and Dr Watson’s first meeting. Holmes is in the laboratory...
A few things I know at 38 that I wish I knew at 18
Today’s my birthday. This time last year, I wrote 37 lessons. Instead of trying to come up with...
If you don’t ask, the answer isn’t no
There’s a common idea that “If you don’t ask, the answer is no.” The problem is that when...
A year of writing Snafu
I started writing this newsletter one year ago. This is the first time I’ve written regularly since publishing...
Your work should change people
In the last hundred years, we’ve gotten work backwards. I grew up thinking that work was something that...
The attitude required for sales
In my early twenties, I ran a business working with children with autism. Autistic kids often lack the...
Specialization is for insects
Selling is interesting to me because of who you become through learning to ask for what you want....
Selling is a creative act
I was in Texas recently to help a client redefine their brand. My agency, Zander Media, was hired...
Why you should focus on a single customer
You’ve probably heard that you should focus on a specific type of customer or prospect. I’ve always found...