Outbound Excellence

timrohrer@comcast.net (TRohrer1) — 2008-11-11T19:47:10Z

Every once in a while I run across something so unique, so powerful that I absolutely must let you know about it. Such is the case with an upcoming webcast by David Kalstrom of Outbound Excellence. David's company has patented a system for making B2B calls and he's going to teach it this Friday. Please see below for all the info. The picture is static so you'll have to cut and paste the url into your toolbar instead of just clicking it.

This is going to be good so don't miss out!

When to Give Up (Hint: It's Not Never)

timrohrer@comcast.net (TRohrer1) — 2008-10-26T23:54:41Z

Perseverance and determination are critically important talents for a seller. No one disputes that. But, the flip side of perseverance is stalking and that of determination is mule-headedness.The question often isn't whether to give up, it is when. I know, I know. Everyone's favorite theory is "never give up". Maybe you'll even want me to remember Jim Valvano's speech. But, despite its undeniable inspiration the speech doesn't apply to sales.Professional sellers realize very quickly that the amount of time available for prospecting dimishes as they become more successful. One reason is because some ...

Reduce Your Buyer's Risk!

timrohrer@comcast.net (TRohrer1) — 2008-10-15T23:07:50Z

As a buyer of goods and services, I am constantly trying to reduce my risk. A couple of years ago, when I was shopping for a widescreen TV, I was really concerned abou purchasing something that A) Would work for a while and then break and Would be outdated long before the amount of use justified the cost. As I shopped, I kept my concerns in mind and worked hard to make sure I minimized my risk. As a result, I purchased the TV from a retailer that offered a long-term warranty, a reasonable price on ...

Anticipating Objections

timrohrer@comcast.net (TRohrer1) — 2008-10-13T09:16:59Z

The account manager stood across from my desk and held out his latest written presentation.

"Take a look at this and let me know what you think," he said.

I looked it over. What I was looking at was a typical presentation. Nothing too interesting about it and nothing too objectionable, either. While searching for thoughts to share with the seller, I came up with. . . nothing.

"It's a baked potato," I replied.

"A baked potato?"

"Yes."

"What do you mean, it's a baked potato," he demanded.

Having noticed his agitation, I decided to avoid the question and ask one of my own.

"Why wouldn't she ...

Obvious Truths

timrohrer@comcast.net (TRohrer1) — 2008-10-02T08:46:48Z

Now I was in a hurry. The map had appeared pretty straightforward but the walk was longer than I expected and if I didn't kick it up a notch I would be late to my first Philosophy class. Frankly, I was pretty excited about this class because it was one of the few electives of my Freshman year at the University of North Carolina - Chapel Hill. The majority of my schedule was filled with requirements - English, Foreign Language, Math, etc. Philosophy was not required and it sounded interesting so I surely didn't want to be late for day ...

One Size Fits Some

timrohrer@comcast.net (TRohrer1) — 2008-09-24T23:18:38Z

With OJ Simpson on trial once again, I am reminded of his epic trial last century. While intrigue was high on many days, it seems to me that the momentum shifted forever on that fateful day (May 15, 1995) when Christopher Dardin and crew asked OJ to put on the gloves found at the scene of the crime.The gloves appeared not to fit and Johnnie Cochran came up with the most famous line of the trial when he declared, "If the gloves don't fit, you must acquit."Of course, the jury ultimately did acquit and OJ began the second half ...

Be a Part of the Busy-ness

timrohrer@comcast.net (TRohrer1) — 2008-09-17T23:58:45Z

Phone calls go unreturned and e-mails go unreplied.

Eventually, you get hold of the prospect and they explain away their lack of responsiveness thusly:

"I've been so busy."

The sky is blue, the Mets will choke in September and your prospects are busy. Three axioms of life (a fourth one must go unexplored in this article but you'll recognize its truth - "The idiot quotient remains the same regardless of industry.")

Sky blue is a nice color, the Mets are only the 2nd most important team in their own town but the busy-ness of your prospects - that is something to ponder.

I've ...

Your Purpose is to Sell

timrohrer@comcast.net (TRohrer1) — 2008-09-15T20:47:31Z

Lest there be any confusion, the purpose of a seller is to sell.

Not to make presentations, nor build relationships, nor respond to requests for proposals.

While a seller will have to take those actions and more, the purpose for doing all of those is to get the chance to sell - persuade - convince. Sometimes, it seems that sellers and maybe especially media sellers, forget this simple truth. Come into my world for a second and re-live an exchange I had with one of my sellers:

I was in my office trying to identify ways for us to do a better ...

Practice the Basics to Win the Game

timrohrer@comcast.net (TRohrer1) — 2008-09-07T23:53:28Z

Oh, I know it's easy. Sometimes it's too easy. But darn it, people like them and they just plain work.

I'm talking about sports analogies and as much as I'd like to avoid using one, I'm just not artful enough to think of another way to make my point. So, if you just can't stand it, I'll understand if you want to skip this post and maybe dig through the archives for some of my better stuff. For the rest of you, let's take the easy way out. . .

Have you ever noticed what every baseball team in the world does in ...

Making the Cold Call Less Painful

timrohrer@comcast.net (TRohrer1) — 2008-09-01T23:26:44Z

There are very few professional sellers who enjoy the cold call. If you are the one in a thousand who actually can't wait to dial a stranger's number and try to convince her that picking up the phone was a positive move. .. . then this article isn't really for you.

This article is for those who have tried cold calling - hey you aren't afraid! - but have dismissed it as a poor return on your time investment. Calling strangers is part of the deal when your job is to develop business so the question isn't whether or not you should ...

More Short Takes

timrohrer@comcast.net (TRohrer1) — 2008-08-28T18:21:24Z

I once worked for a company where the Vice President of Sales was fond of saying, "If you like change, you will love working here!"Of course, it was tongue in cheek because most of us don't really like change. Some of us can deal with it but not too many of us really thrive in a constantly changing environment.Ironically, however, the best sales people are always remaking themselves. While they want stability in their environment, the last thing the most productive sellers want is for their own skills to stagnate. The simple lesson:If you are a sales ...

The Worst Sales Call Ever

timrohrer@comcast.net (TRohrer1) — 2008-08-28T10:04:19Z

Author's Note: This post originally appeared on my blog in January of this year. Since it has never been on this site and many of you have not seen it, I thought that re-publishing it would be a good idea. When you get a chance, send me a comment about the worst sales call you've ever made so I'm not the only one making a fool of myself on the internet!

Comeupance. That's the word that comes to mind. Like a karmic shot to the solar plexus. The kind that knocks all the wind out of you, leaving you doubled ...

Overcoming the Intangibles

timrohrer@comcast.net (TRohrer1) — 2008-08-28T10:06:24Z

The greatest challenge of media sales is the intangible nature of the sale. If you work at the shoe store in the mall, you can show your available wares and offer a selection based on style, color, fit, etc. Sellers with tangible assets have the advantage of being able to do a demonstration or allow the customer to touch or sample their products. For most of us in media sales, we don't have that luxury and learning how to overcome that challenge is the first step to a successful career selling media. Since selling a tangible asset has an advantage ...

Value + Leverage = Your Price

timrohrer@comcast.net (TRohrer1) — 2008-08-17T22:50:30Z

I was fifteen years old when I learned a valuable selling lesson of which I was reminded just this week.

My family lived near the beach on the south side of eastern Long Island. A couple of income levels to the west of the Hamptons. Every teenager that I knew had some sort of marine craft. A rowboat, a fishing boat, a ski boat, a paddle boat, an inner tube - whatever could get you onto the ubiquitous water around which our lives revolved.

Me, I had a sailboat. A sixteen-foot wooden behemoth that my Dad had convinced me to ...

A Tribute to the Company Man

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:50:32Z

Going to a job takes a lot of guts and determination. Oh, I know it doesn't seem like it when you do it every day. But if you've ever had the chance to take a few months off or to work for yourself, and then go back, you know that working for someone else is hard.

Not hard in the sense that the work is hard. Hard in the sense that when you work for someone else you have to make a few sacrifices that diminish you in small ways. One way might be the conversation you have with an associate who ...

Thinking and Communicating - Part 1

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:51:19Z

Recently, I've started thinking about the direction to advise my high school-aged son to take in college and career. Naturally, the choice is up to him (unless I don't like it) but I have no doubt that he's going to ask. If the question were: "What do I need to learn in order to be successful in my career?" what would your answer be?

Mine is: To be successful in your career you'll need to learn how to think and to communicate. Today, we're going to discuss thinking.

I suppose it's an understatement to say that thinking is important. But unlike skills ...

Lessons from the Game

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:51:39Z

A/N - this post originally appeared on my blog in January of '08 after the Giants squeaked out a victory in the NFC title game. I've re-posted it as the site has grown tremendously since those early days and most readers are not searching the archives. Let me know your thoughts!

Did you watch the game yesterday? The NFC Championship game, of course. The NY Giants visited the frigid domain of the Green Bay Packers and came out with a win to go to the Super Bowl. The game was great but I don't want to talk ...

Topgrading for Sales

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:52:21Z

Every now and again, I get asked to review a sales book. I am happy to do it.

First up is Topgrading for Sales by Bradford D. Smart and Greg Alexander.

...

Humiliation is not Motivation

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:52:44Z

In the classic sales movie, Glengarry Glen Ross, there is a scene in which Mr. Blake is brought in from corporate to lead a meeting to introduce a sales contest to the sellers. And it goes like this:

Blake: We're adding a little something to this month's sales contest. As you all know, first prize is a Cadillac Eldorado. Anybody want to see second prize?
[Holds up prize]
Blake: Second prize is a set of steak knives. Third prize is you're fired.

What are we to make of a contest like this? First place is obviously worth ...

Can I get a Synonym?

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:53:07Z

People have been driving me crazy, lately. While it happens a lot, right about now the frequency has become alarming. The thing that is driving me crazy about people is their inability or unwillingness to use common expressions correctly.

I realize this is a small thing. Maybe it means nothing to you and that's fine. But, if you could do me a favor and, when you're within earshot, please try to be sensitive to my pet peeves.

You want an example, do ya?

Okay, when you and I are working on a problem together and we have a half-baked idea for solving it we ...

Use Your Brain

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:53:23Z

There is, perhaps, only one activity more frustrating than golf and that would be . . . teaching golf. I know this because I have been personally teaching golf for more than ten years with varying degrees of success. Unfortunately for both of us, my only student during this time has been my son - Alex.

Alex is blessed with a tall, thin body. His torso can turn on his hips well past ninety degrees without his head moving at all. When he unwinds from his backswing the clubhead picks up speed until it is whipping through the ball in a blur ...

Busy, Busy, Busy

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:53:37Z

The best account managers are busy. Average account managers are busy and below average account managers are busy. Everybody is busy, busy, busy.

If everybody is busy, why isn't everybody as productive as the best account managers? Unfortunately, it's obvious that the busy account managers who aren't productive are busy doing the wrong things. Since you don't want to be one of those people, let's review the right things to be busy doing:

1) The actions that get one closer to making a sale
2) The actions that ensure the success of a sale already made

Uh, that's pretty much it. Let's examine Category #1 ...

Odds and Ends

timrohrer@comcast.net (TRohrer1) — 2008-08-20T10:53:51Z

Big news! Well, big for me. One of my early posts (The Worst Sales Call Ever) has just been chosen by Top 10 Sales Articles and is re-posted on their site this week. If you are a new reader and haven't gone back in the archives, I encourage you to click on the link and read it there so as to familiarize yourself with their site.

Does your customer know you are trying to make a sale? Of course. Often the seller assumes the buyer is somehow not aware of the seller's desire to transact business and continues to offer feature ...

More Local Marketing

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:42:43Z

My recent post about the role of local marketing has stirred some thinking and deserves a revisit. I proposed that the role of local marketing is to take advantage of human behavior and not try to change it. Some readers disagreed with my example and, generally, took exception with my premise. Perhaps, my restaurant example wasn't quite as illustrative as I had hoped so here are a couple more examples that should prove my point:I) You are the owner of an ice cream shoppe and the local cable TV rep is visiting you the week after ...

The Role of Local Marketing

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:42:16Z

In my job (radio advertising sales mgr) I have conversations with small business owners who are excited about marketing and growing their enterprises. One interesting aspect of doing this is learning about the expectations business owners have of their advertising. As a general rule, small business owners are wildly optimistic about what advertising will do for them. They overestimate the impact that a small investment will make and they don't want to believe that immediate and sustained results are unlikely when they are unable or unwilling to commit dollars to a regular and extended campaign.The role of ...

A Selling Dilemna

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:41:50Z

Every now and again I receive e-mail from engaged readers who are interested in my take on certain sales topics. Usually, I just respond personally but the latest e-mail from Robert needs to be addressed publicly because it is an issue that the majority of us will experience at some time in our selling careers.Robert writes: Every now and then, salespeople are faced with the dilemma of selling a product/service: 1) they don't believe in (for many reasons), or 2) that is non-differentiated/commoditized, or 3) doesn't work as advertised, or ...

Sales as religion

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:41:27Z

When you're in sales you're in a category of business that is constantly being examined, discussed and philosophized. Many of us never tire of discussing sales, selling, sales techniques, and sales management (much to the dismay of our spouses). Sometimes I think that sales is more like a religion than an aspect of business.I've been thinking about why sales is so interesting and the only reason I can come up with is because it is primarily achieved through the interaction of people. People are interesting to other people and anything that involves the interaction of people to ...

Be Your Own Sales Manager

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:41:00Z

Perhaps nothing is as confusing to me as the seller who blames his poor performance on his sales manager. To me, it's like a baseball player drawing a similar correlation to his batting average. So, you don't like your sales manager. Big deal. That's not where your focus should be anyway. A seller's focus should be on their own performance. Ultimately, if you're not getting what you need from your sales manager then be your own sales manager.To be your own sales manager you first need to understand what you expect from your manager. ...

Dangerous Assumptions

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:40:11Z

In my very first philosophy class at the University of North Carolina at Chapel Hill, one of the female students argued with the professor that her position was simply "common sense". If I learned anything in that philosophy class it was this:1) Don't argue with a philosophy professor as they are professional and you will be humiliated and 2) There isn't anything "common" about common sense.Don't believe me? Think of this: In the U.S., we revere McDonalds. In India they revere cows. We think it is common sense that a cow is for milk and ...

Look Inward for Solutions

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:39:37Z

In 1988, Michael Jackson wrote and performed "Man in the Mirror" with the following refrain:I'm Starting With The Man In The MirrorI'm Asking Him To Change His WaysAnd No Message Could Have Been Any ClearerIf You Wanna Make The World A Better Place(If You Wanna Make The World A Better Place)Take A Look At Yourself,And Then Make A Change(Take A Look At Yourself, And Then Make A Change)(Na Na Na, Na Na Na, Na Na,Na Nah)While Michael certainly wasn't talking about sales effectiveness, his message is salient. Often, I find sales people to be less than introspective ...

Powerful Word Combinations and Not So Much

timrohrer@comcast.net (TRohrer1) — 2008-07-18T00:39:11Z

When I was coming up, Steve Martin was the comedian to which every guy was listening. (Now, my son and his friends are equally obsessed with Dane Cook). Steve Martin made us laugh just by the way he told his stories."Just landed the new company vehicle at the airport last night. . .(crowd roars). . . yes, it's hard to land a station wagon at the airport."His trick wasn't always the content but the word combinations he chose. A lesson learned by Dane Cook:"Never, ever leave your shopping cart while you are in the grocery store. Someone might walk in ...

It's a Sales Blogger Universe

timrohrer@comcast.net (TRohrer1) — 2008-05-30T14:42:23Z

The very best sellers are always looking to get even better. In the not too distant past, the best way to do this was to read books about sales and join sales networking organizations. Those are still great ways, of course, but the best way to accelerate your learning is to get on the internet and start to explore the myriad sites and blogs devoted to sales.That's what I've been doing and I am pleased to recommend Brad Trnavsky's Sales Management 2.0. Brad collects submissions from all comers, culls them down and publishes the very best ones. ...

Building Relationships

timrohrer@comcast.net (TRohrer1) — 2008-05-31T22:46:01Z

Ask anybody and they will tell you that the ability to build relationships with key decision makers is a critical sales skill. Regretably, sellers hide behind this concept more than any other to disguise the fact that they are either wasting time or have no idea how to move a sale forward.More time is wasted in the alleged pursuit of "building relationships" than any other sales step. "Why are we making this sales call, Bill?""We're going to find out a little about their needs for next year and take the time to build the relationship a little.""Certainly, ...

The Best Characteristic of a Seller

timrohrer@comcast.net (TRohrer1) — 2008-06-02T09:04:48Z

An interesting discussion broke out the other day about the characteristics of great account managers. Many traits were listed during a brainstorming session and then the group voted as individuals for those traits each thought was most important to being a successful account manager. In the end, we tallied up the votes to see which characteristics were named most often.Interestingly, being smart or savvy didn't end up getting enough votes to make it a Top 5 candidate. This struck me as odd and I had to spend some time contemplating it before deciding if the group was correct or if ...

Don't Be Incredible

timrohrer@comcast.net (TRohrer1) — 2008-05-24T12:30:07Z

Sellers expect that the credibility they seek originates with complete knowledge about their own products. Many times, they think that a great elevator pitch or the ability to wax poetic about the features and benefits of their products will cause a prospect to swoon. While a lack of knowledge about one's own products would certainly deem you not credible (incredible?), the opposite doesn't build credibility so much as it keeps you in the game.The only way to build credibility with a prospect or customer is to demonstrate knowledge about their products and services. The days of asking for and receiving ...

Persistence Without Value

timrohrer@comcast.net (TRohrer1) — 2008-05-24T12:29:23Z

There is a lot of data available for sales people to justify their persistence. Sales trainers quote facts such as: Most sales are made during the fifth or sixth sales call but most sales people give up after three. When sales managers interview they want to hear candidates describe themselves as persistent and determined."I never give up.""I am relentless.""My persistence is more persistent than your persistence."But, what is it like to be on the other side of that equation. How does the prospect feel when a sales person keeps coming after them like a bull in the streets Pamplona? Maybe ...

Your Name Is Your Buzzer

timrohrer@comcast.net (TRohrer1) — 2008-05-24T12:31:41Z

By now, all of us have been to a restaurant, coffee bar or smoothie place that asks for your name when you place an order. At first, this seemed like an innocuous trend. A friendly way for each of us to get to know each other a little better. You're not a number at Starbucks, you're a name for gosh sakes!But, the usefulness of this little practice has outlived its cuteness and it's time for us to say enough is enough.I was in a new smoothie store not too long ago. The place wasn't very crowded. Let's see there was ...

The Clarifying Question

timrohrer@comcast.net (TRohrer1) — 2008-05-25T13:35:00Z

My wife hates it when I talk to telephone sales people. She thinks I'm rude and she would rather that I just didn't answer the phone at all instead of being rude to the working stiff on the other end of the line.But, I'm not rude. I'm giving the seller an opportunity to sell me without being a complete pushover. I am testing their skills so that I can write about what works and what doesn't and educate those sellers interested in learning about the trade. Rude? For goodness sakes, I'm doing the world of sales a favor!So, anyway, we ...

The Wisdom of Our Fathers

timrohrer@comcast.net (TRohrer1) — 2008-05-25T13:35:50Z

My father didn't tell me a lot about how to succeed in business. Maybe, he wanted me to learn on my own. Maybe, he didn't really know so he chose not to advise. Either way, when he did dispense advice it was rare. Perhaps, that is why I remember it all.I was managing a Domino's Pizza store out of college. This was a great job. One that I wish everyone could have so they would understand what I'm talking about. Try to picture what it was like. I worked in the store from 3p till about 3a six days a ...

The Confidence Provider

timrohrer@comcast.net (TRohrer1) — 2008-05-24T23:21:37Z

People who sell can tell you when a sale has been made or not made long before the customer says "yes" or "no". They know when they are getting through to someone. When the target of their persuasion is beginning to come around. People who can sell know that a sale is a transfer of confidence.Consequently, sellers must have a great deal of confidence before they can make a sale. Confidence in what?Confidence that their product or service will do what the brochure says it will do.Confidence that the support people ...

The Lies of Our Fathers

timrohrer@comcast.net (TRohrer1) — 2008-05-25T13:38:12Z

Did you grow up with the big lie? I did. My father told it to me many times and here it is:"You can be anything and do anything that you put your mind to."I believed this for the first 17 years of my life before cracks started to form in both the logic and the sensibility of this assertion.In high school, there was no one on the track team that trained harder than I trained. My specialties were the long jump and the triple jump. These were chosen because I mistakenly believed that there ...

Short Takes: How to Do Everything Better!

timrohrer@comcast.net (TRohrer1) — 2008-05-24T23:34:04Z

Short Take #1: I am at Publix and the person two customers in front of me at the checkout is writing a check for groceries. They wait until the total is presented and then they complete the check. Then they hand over the check and the appropriate picture ID. The cashier punches in some numbers and then has to wait. And I have to wait.When will grocery stores and other retailers where folks wait in line to pay for their goods eliminate the check as a form of payment. There are so many other ways to pay ...

Congratulations Mr. Manager, You Got the Job

timrohrer@comcast.net (TRohrer1) — 2008-05-24T23:36:30Z

You wanted the job and you asked for the job. You interviewed for the job and you pitched for the job. You coveted the job and practically begged for the job. Now, you have the job.What are you going to do next?Sales managers, like me, are gluttons for punishment. We are eager for the difficult challenge. We crave the spotlight that comes with the turnaround. We often fail to understand that the reasons why the sales management position is open in the first place is reason enough for us to not want the job. But, we want it anyway. The ...

Becoming Smarter in 4 Steps - Part 2

timrohrer@comcast.net (TRohrer1) — 2008-05-25T13:23:28Z

Author's Note: This is the second in a two part series. If you haven't read part one, yet, go to part 1 and read it before continuing with this post.The art of working smarter instead of harder is not just fashionable, it is necessary. With traffic congestion and family commitments and the critical nature of a work/life balance, sales people no longer have the option of just putting in longer and longer hours in order to succeed.In the last post, we discussed the first two steps in a four step process of becoming a smarter seller. This post covers the ...

Becoming Smarter in 4 Steps - Part 1

timrohrer@comcast.net (TRohrer1) — 2008-05-24T23:50:22Z

Author's Note: This is part one of a two part series.When did it become fashionable to say that one "works smarter" rather than "works harder"? I don't know but like many fashionable sayings, many folks don't have the slightest idea what it means or how to do it.Assuming that "smarter" is better than "harder," let's take on the task of figuring out what it means for a seller and how to do it."Smarter" sounds like a person who doesn't waste much time. "Harder" sounds like a person willing to put in as many hours as it takes to get the ...

Sales Loudmouth

Thinking and Communicating Part II

Unproductive Behaviors

Resist the Bailout

More Short Takes

Outbound Excellence

When to Give Up (Hint: It's Not Never)

Reduce Your Buyer's Risk!

Anticipating Objections

Obvious Truths

One Size Fits Some

Be a Part of the Busy-ness

Your Purpose is to Sell

Practice the Basics to Win the Game

Making the Cold Call Less Painful

More Short Takes

The Worst Sales Call Ever

Overcoming the Intangibles

Value + Leverage = Your Price

A Tribute to the Company Man

Thinking and Communicating - Part 1

Lessons from the Game

Topgrading for Sales

Humiliation is not Motivation

Can I get a Synonym?

Use Your Brain

Busy, Busy, Busy

Odds and Ends

More Local Marketing

The Role of Local Marketing

A Selling Dilemna

Sales as religion

Be Your Own Sales Manager

Dangerous Assumptions

Look Inward for Solutions

Powerful Word Combinations and Not So Much

It's a Sales Blogger Universe

Building Relationships

The Best Characteristic of a Seller

Don't Be Incredible

Persistence Without Value

Your Name Is Your Buzzer

The Clarifying Question

The Wisdom of Our Fathers

The Confidence Provider

The Lies of Our Fathers

Short Takes: How to Do Everything Better!

Congratulations Mr. Manager, You Got the Job

Becoming Smarter in 4 Steps - Part 2

Becoming Smarter in 4 Steps - Part 1