Last month I keynoted at a national sales meeting for an amazing company - Philips Medical Systems. At a social afterwards, I asked one of there their top gun sales performers (his nickname was ‘Opie’) what the key to his success was. He simply smiled and answered, “Waldo, I pick up the damn phone!” He then went on to explain how salespersons today fail to do the most critical thing when it comes to closing business – establishing and maintaining ...
Picture this – You’re on a combat mission in the no-fly zone in southern Iraq at 19,000 feet. Your wingman is 2 miles away directly to your left. Suddenly, you hear him scream over the radio. "Break Right, Break Right! Missile launch your 6 O’clock!!” Instinctively, you crank the stick to the right, bank the aircraft 90 degrees, and pull back as hard as you can as the g forces compress you back into the seat. You lower the ...
In the world of the fighter pilot, being a wingman means you’re trusted to go to battle…it means you’re mission ready. It’s a position of honor that incurs tremendous responsibility and sacrifice, but it also comes with incredible rewards. You have to earn the right to be a wingman, and it’s a bi-product of sacrifice and many hours of hard work. Being a wingman in business and life also has to be earned. It means you are someone others can ...
I remember my first job interview after leaving the military for a business career. It was for a personal advisor position with an exclusive financial services firm, and the vice president of human resources asked me a critical question: “How do you expect to be successful at selling financial services with absolutely no sales experience?” My answer was simple – I led men and women into aerial combat in Iraq and they trusted me with their lives. If I could ...
“I need help!” In my opinion, the three most important words in the English language other than “I love you.” Since the beginning of September 2005, we have all witnessed our fellow citizens trapped in a sea of desperation, fear and helplessness as Hurricane Katrina literally swept away their lives, homes, and dreams. As a nation, we have heeded their call for help and have responded with our wallets, prayers, and compassion. It’s been far from perfect, but slowly, hope ...
“I never doubted not only that I would get out, but also that I would prevail in the end and turn the experience into the defining event of my life.” Admiral James Stockdale Admiral Stockdale was the highest ranking U.S. officer at the “Hanoi Hilton” POW camp during Vietnam. A navy fighter pilot, he was shot down and endured brutal torture, all while doing everything possible to inspire and strengthen the spirit of his fellow prisoners. When he returned a free ...
As we celebrated our country’s independence this weekend, we were reminded of the sacrifices our forefathers made to accomplish a critical mission – the freedom of America. Their passion and focus on this mission was so great that they were willing to die for it. It allowed them to overcome insurmountable odds and ultimately build the courage to win despite their fear. What is your mission? Who are you fighting for? Who needs you to win? When you wake up ...
