The forecast calls for optimism…

Mother Nature reminded us all this month that she is undefeated, true?  She certainly is testing our perseverance – and our optimism. 

Many would think, “Cold in February?  Who-da-thought?  LOL!” Cold, snow, and ice in some parts of the country that aren’t used to it?  As we saw, that type of weather can shut down entire cities and even states.  My sister-in-law who lives in central Texas posted this from a local, Unknown Sage: 

To all my northern friends… Your weather is down here in my yard drunk.  I’m going to need you to come down here and get it. 

We broke several cold weather records in Denver.  Although people assume Denver is a cold weather city, we’re actually quite mild.  We are spoiled with periods of spring like weather throughout the winter.  We get cold and snow for sure; but we also have a week or two of 50 to 60 degrees and sunshine during winter months.  But a week of single digits and below zero temperatures?  Well, that requires us all to remember: 

No Winter lasts forever, no Spring skips its turn. 

                                                            Hal Borland 

Winter weather reminds me to be optimistic, too.  I like to think of the hot, summer weather we wait all winter to get to.  Realistically, we need to get to those summer months.  But paying attention to our surroundings and those of our pets during winter takes more than mere optimism: 

The pessimist complains about the wind; the optimist expects it to change; the realist adjusts the sails. 

William Arthur Ward 

While realistically adjusting my “winter sails” to make it through the winter I know it can always be worse.  Denver’s recent cold snap reminds me of my Chicago roots; tolerating freezing cold temperatures; and still maintaining optimism: 

Life in Chicago 

60° above -    Floridians wear coats, gloves and wooly hats.  Chicago people sunbathe. 

50° above -    New Yorkers try to turn on the heat.  Chicago people plant gardens. 

40° above -    Italian cars won’t start.  Chicago people drive with their windows down. 

32° above -    Distilled water freezes.  Lake Michigan's water gets thicker. 

20° above -    Californians shiver uncontrollably.  Chicago people have their last cook-out before it gets cold. 

15° above -    New York landlords finally turn up the heat.  Chicago people throw on a sweatshirt. 

Zero -    Californians fly away to Mexico.  Chicago people lick the flagpole. 

20° below -    People in Miami cease to exist.  Chicago people get out their winter coats. 

40° below -    Hollywood disintegrates.  Chicago's Girl Scouts begin selling cookies door-to-door. 

60° below -    Polar bears begin to evacuate Antarctica.  Chicago’s Boy Scouts postpone "Winter Survival" classes until it gets cold enough. 

80° below -    Mt. St. Helen's freezes.  Chicago people rent some videos. 

100° below -   Santa Claus abandons the North Pole.  Chicago people get frustrated when they can't thaw the keg. 

297° below -   Microbial life survives on dairy products.        Illinois cows complain of farmers with cold hands. 

460° below -   ALL atomic motion stops. Chicago people start saying, “Cold 'nuff for ya?” 

500° below -   Hell freezes over.  The Cubs win the World Series! 

Being a Cubs fan says a lot about optimism.  The Cubs have won the World Series once in the past 113 years. Once!  In 2016.  No wonder we are referred to as “die-hard”!  

So, keep the faith warm weather seekers and fellow Die-Hard Cubs Fans - 2021 is going to be our year! 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

Luv rules…

 

Sunday is Valentine’s Day – everyone, it’s not too late.  There’s still time to do something special for that special person.

OK – so I can’t take credit for creating this awesome display of love for my love.  That was someone else’s awesome display of their love for their love.  Can I take “observation credit” for stopping along the roadside while driving through this western Illinois farming community to take the picture?  I think my wife will give me credit for a little kind-hearted, photo-plagiarism because I know she knows:

Love rules without rules. 

Italian Proverb 

Who says men are oblivious and have no powers of observation?  OK – so a billboard is hard to miss.  Observing that man’s demonstration of love reminds us all that Sunday, no assumptions; no taking her for granted; no obliviousness; no subtleties are allowed.  On Valentine’s Day, we must shout our love for our love from the top of the mountains!  Of course, we hope our women do the same for the men in their lives: 

You know “That Look” women get when they want sex?  Me neither. 

Steve Martin 

Sunday may be a special day in my marriage, but our relationship over the years has taken constant care (and patience).  Thankfully, my wife has patience: 

Patience strengthens the spirit,

 sweetens the temper,

  stifles anger

   extinguishes envy,

    subdues pride,

     bridles the tongue,

      restrains the hand,

       and tramples upon temptation.  

George Horne 

It’s easier to be patient with the little things I suppose.   But when times get tough, the most convenient person to argue with, vent to, and take our frustrations out on is often our partner, true?  Life seems to move so fast; people seem to be so stressed; the media inundates us with so many sensationalized issues.  

I don’t know; are meaningful, loving partnerships easier or harder to find these days?  With everything racing at a break-neck pace, who’s responsible for maintaining a healthy, loving, long-lasting relationship?  Well, here’s a view from Wyatt Webb: 

You are 100 percent responsible for 50 percent of any relationship. 

Carrying more than ½ the load you say?  Yep – you and my wife, too. 

Thankfully, my wife and I are still in love after all of these years.  We will do something quiet this Valentine’s Day; we enjoy our quiet time together - always have.  We’re blessed with sharing many common interests, so spending time together and “decompressing” from our fast-paced life is a nice retreat.  

Like you, our conversations will span a variety of topics; children; friends; happy memories; love.  Of course, when we’re together we will also synchronize our calendars; debate upcoming projects; disagree on priorities; discuss business; and almost always review our finances.  Yuck!  Necessary I suppose, but not very romantic.  

Yet this Valentine’s Day I will be reminded: 

A successful marriage requires falling in love many times, always with the same person.  

Mignon McLaughlin 

So here’s to February 14^th – Valentine’s Day.  May you enjoy it with someone special in your life.  If you’re lucky enough to be in love, may you cherish your quiet time together; sharing common interests; being patient with life’s challenges; relishing the restorative results of romance.  

And if you’re with someone but you’re not yet sure if he or she is “the one”, don’t worry – trust your gut feeling:  

Love is not finding someone you can live with; it’s finding someone you cannot live without.  

Rafael Ortiz 

Love rules without rules on Valentine’s Day – and every day. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.

I already know...

I changed professions on April 4, 2011.  That was my first day in a new role called "Sales Enablement". 

Prior to 2011, I had never even heard the term Sales Enablement.  Truthfully, even today the definition of this field is vague and varies depending on who you talk to. 

Thankfully, I landed a Sales Enablement job with a company (reporting to a Vice President) who "enabled" me to develop and deliver sales enablement largely based on the premise, "What would I want if I were receiving said sales enablement?" 

Nothing makes me more tolerant of a neighbor’s noisy party than being there. 

Franklin P. Adams

The vast majority of people I enable are already senior, skilled and successful sales and business executives.  How do you offer sales enablement to someone who already knows what they’re doing?  I too knew what I was doing when I was a sales rep.  Accordingly, I approach my clients with two principles: 

1. I avoid trying to teach them stuff they already know.
2. I ask them do the work. 

You see, it doesn’t matter what my background is; if I can sell; if I can do the work.  Although they all want to know before they’re willing to invest their time with me.  “Street cred” is earned one experienced sales rep and one successful business executive at a time.  What matters is whether our resellers know how to succeed selling my company’s products.  

Invariably, when I meet a new executive or experienced salesperson we begin our relationship with a little ritual.  They say to me, "You know Gary, I've been in the business for 20 years; or 30 years; or occasionally longer."  I simply respond, “Me too.” 

I’m reminds of Zig Ziglar: 

It's what you learn after you know it all that counts.

They will inform me they already know how to sell; they outline their experience; tell me what companies they have sold for.  It’s almost as if they want to argue with me about participating in my sales enablement activities before we even begin.  Which is curious because my sales enablement program for our resellers is optional.  If they don’t want to “be there”, that’s OK by me. 

I don’t argue with them because salespeople and executives are a lot like engineers: 

Arguing with an engineer is like wrestling a pig in the mud. After a few hours you realize, the pig likes it. 

Unknown Sage 

Employing Principle #2, I simply ask them to do the work.  I try to set the stage in a way where we can examine their deal-strategy; ask them to practice their selling skill in a certain situation; see “what they got.”  

Almost everyone I work with already has excellent knowledge and skill.  They make it easy for me to employ Principle #1 – avoid trying to teach them stuff they already know. 

I do reinforce what they already know, however.  Often it is a source of their power.  The way I look at it, Tiger Woods has not one, not two, but three coaches.  And he’s a better golfer than all of them.  He has one coach helping him with his swing; one for putting; and one for sports psychology. 

If the best competitor in a field of elite competitors spends his own money for reinforcement on things he already knows… I figure my senior, successful sales and business executives might benefit from reinforcement on what they already know, too. 

GAP 

When life gets tough we could get a helmet… or… we could leverage the peace and share the power of a positive perspective.