Reduced Visibility. Slow Down!
By Paul Reilly Monday, January 4 was the first official business day of 2021. As I commuted to work that morning, there was a dense fog blanketing the St. Louis area. I chuckled, wondering if [...]
Stop Holding Yourself Back!
By Paul Reilly When elephants are born in captivity, it is common to restrain the animal using a rope attached to a small stake driven into the ground. The newly born calf does not yet [...]
Would You Welcome Tough Times?
By Paul Reilly Before answering, consider this story. In 1907, Bill Klan was working for a Detroit ice company. Hard work and low pay, but he was happy to have a job. However, Bill was [...]
What Is The First Principle of Selling?
By Paul Reilly “You boil things down to the most fundamental truth…and then reason up from there.” — Elon Musk on First Principles Interview In this interview, Musk explains how to use the concept of [...]
Stop Discounting in Tough Times
By Paul Reilly “The manager has just one business. His equation tells him that if he prices a little too low, it’s not that serious. But if he prices too high, he sees himself screwing [...]
Does Messaging Matter in Tough Times?
By Paul Reilly On April 20, 2010, the British Petroleum (BP) Deepwater Horizon rig exploded, spewing oil into the ocean. This event was the largest marine oil spill in the history of the petroleum industry. [...]
Are You Carrying Your Share of the Load?
By Paul Reilly If you ask any St. Louisan, “What is St. Louis famous for?” you would receive a myriad of responses: St. Louis-style ribs, St. Louis-style pizza, world-class baseball, Anheuser-Busch, etc. However, the most [...]
The Fog Will Lift Soon
By Paul Reilly Torrey Pines is arguably one of the most beautiful courses in the world. It sits upon a cliff overlooking the Pacific Ocean. The views are breathtaking. This “hallowed” ground is a [...]
Are You an Explorer or Exploiter?
By Paul Reilly In uncertain times, are you better off exploring new opportunities or exploiting existing opportunities? Before answering this question, consider this analysis of nearly 2,500 fishing expeditions. In this two-year study, researchers Shay [...]
Have You Lost Control?
By Paul Reilly On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate [...]