Wednesday, October 24, 2018

Power of Positive Attitude -

Jan 14

Power of a Positive Attitude

You oversleep. You get a flat tire. You spill your coffee. You get a parking ticket. You lose your keys. Your list of to-dos is a mile long. You’re tired, frustrated, and a little bit hangry.
…I’ve been there.
There was a day when I woke up two hours late for my job… don’t ask me how I managed that. And when I was ONE turn away from work, I saw the lights behind me.
A copper.
So I pulled over and began to tear up as the officer came up and asked me where I was headed. I looked to my right and pointed towards work. I was so close. So, so close.
I almost let those emotions determine my day. I was frustrated and flustered at first, and I allowed my feelings to flood my mind. That day could have been horrible from that point on if I allowed it to be. I could’ve been moping and wallowing in frustration even longer as I explained to my boss what happened and continued to carry out all my tasks for the day.
But I didn’t.
Yes, those things happened, but they didn’t define me. My attitude allowed me to enjoy the day and smile and laugh and joke even more than usual.
Your attitude is what determines your day. Life is 10% what happens to you and 90% how you react to it. The small things in life don’t need to be worried and stressed about so much. The alarm can be fixed. The tire can be replaced. The coffee can be refilled. The parking ticket can be paid. The keys can be found. The to-dos can get to-done. You can get sleep. You can get some food. Maybe a Snickers to satisfy.

Your life is great. You just have to allow it to be.
People don’t make you angry - you allow the anger to dwell within you. Circumstances don’t upset you - you allow yourself to get upset. You choose to worry, you choose to criticize, you choose to blame, and you choose to complain. No one else decides this for you.
You can’t be moving up if your thoughts are bringing you down.
If you don’t like something, change it. If you can’t change it, change your way of thinking about it. Redirect your attitude. Remember that life is a gift - don’t ruin the contents. Choosing positive thinking provides you with confidence, vibrant health, and true beauty.
Your last day could be tomorrow - choose to live to the fullest each day and live with the attitude you’d want to be remembered for. Remain fixed on the good. See your problems as opportunities. When you keep your face to the sunshine you can’t see the shadows.
Count your blessings
There are so many good things in your life. Look at the blue sky, watch the sunset, go for a good run, have some ice cream. Be thankful for your family. Be thankful for a home. Be thankful for food. There are people worse off than you.
See the good
Bring out the best in people. Bring out the best in situations. Don’t assume. Don’t judge. You can’t control people or circumstances, but you can control your attitude. You can think positively and be light to others.
View setbacks as stepping stones
Don’t get frustrated when things don’t go your way. God knows what He’s doing, and He’s placing the right things in your life. When something doesn’t go according to plan, trust that there’s a better one. You are being moved. Believe in that.
Pray for a positive attitude each day. Pray to recognize your blessings and see the good. Pray for others. Pray to have faith.
Such a simple thing. Smiles are contagious, so shine those pearly whites. Smile at strangers, smile at your friends, smile at your dog. It could make someone’s day.
Having the right attitude will fill you with energy and peace. Be a light to those around you.  Redirect your mind. Today is your day if you allow it to be.

Copy right Madison Bloker/boundblessing

Wednesday, October 17, 2018

Operation Smile - Info about Capstone Consultants charity from Microsoft

With surgery and modern technology, Operation Smile gives hope and dignity to children

Vanessa Ho
Jun 4, 2018

Kids in the Philippines threw rocks and slurs at a 6-year-old boy when he tried to go to school. In Madagascar, an 8-year-old girl was shunned by her village and abandoned by her mother, who couldn’t overcome the stigma of her daughter’s condition. In Morocco, a 12-year-old girl hid in shame at home, so no one could see her face.
All three children had a cleft condition, a birth defect that disfigures one in every 500 to 750 babies worldwide. They endured cruelty and isolation for years until a surgery by Operation Smile profoundly changed their lives.
Since its founding in 1982, the global nonprofit has provided free and safe surgeries in low- and middle-income countries for more than 270,000 children and young adults with cleft lip, cleft palate and other facial deformities. For many patients, surgery is a first step to a happier life in a long road of multiple surgeries, orthodontia, speech therapy and psychological care – all provided by the nonprofit.

A 6-year-old boy in the Philippines with a cleft condition collects recyclables for money. Before surgery, he was often bullied. (Photo courtesy of Operation Smile, Jörgen Hildebrandt)

After surgery, the boy in the Philippines (white shirt) was able to return to school. (Photo courtesy of Operation Smile, Jörgen Hildebrandt)

“The work we do is about the restoration of dignity. It’s really borne out of compassion,” says Chris Bryant, senior vice president of enterprise applications and technology at Operation Smile.
“We believe that every child, every person has dignity, but children born with cleft lip or cleft palate suffer from repeated violations of their personal dignity. We exist as an organization because there is a straightforward and safe way to fix that.” Untreated cleft conditions can also lead to malnutrition, hearing loss, dental problems and speech difficulties.
Last fiscal year, Operation Smile conducted medical missions in 28 countries with 3,700 medical volunteers who provided surgical, dental, post-operative care and screenings in 415,000 patient interactions. Many patients and families travel days to reach a mission site, sometimes crossing rivers barefoot or walking hours from a remote village, just for a chance at transformative surgery. About 21,000 screened patients get surgical or dental care a year.
An 8-year-old girl and her father in Madagascar walk two hours to an Operation Smile mission site for surgery to repair her severe cleft condition. (Photo courtesy of Operation Smile, Zute Lightfoot)
To ensure high-quality work that reaches as many people as possible, Operation Smile runs a tight ship with the help of modern cloud technologies from Microsoft Philanthropies. It uses SharePoint to manage the complex logistics of missions, which include large teams of international volunteers, medical trainings, patient care and surgical evaluations.
“Mission planning requires a tremendous amount of coordination,” Bryant says. “We used to do it on paper or in discrete documents and it was difficult at best. Today we use SharePoint to efficiently corral all the information and share it across the globe in a secure and consistent manner.”
Azure’s global data centers help ensure that patient data is securely stored in compliance with local privacy laws, whether a mission is in the highlands of Honduras or the tropics of India. And a new solution with SharePoint and Power BI has enabled Operation Smile to evaluate surgeries faster.
Evaluations, which compare pre- and post-operative photos, used to take four months, but the digital solution has cut that time in half, making feedback quicker in helping plastic surgeon volunteers deliver the best possible care. Power BI analytics at country, mission and surgeon levels also have the potential to ultimately inform the most effective techniques in repairing specific cleft conditions.
“We want to achieve the optimal surgical result,” says Bryant. “The new evaluation system reduces process latency and has quickly become a key component of our strategy to confirm consistent delivery of quality results.”

Patient screening at an Operation Smile mission in India. (Photo courtesy of Operation Smile, Kieran Harnett)

A mother and her baby in Rwanda before surgery. (Photo courtesy of Operation Smile, Margherita Mirabella)

“The work we do is about the restoration of dignity. It’s really borne out of compassion.” – Chris Bryant, Operation Smile

The nonprofit wants to accelerate evaluations even more by exploring artificial intelligence to analyze photos with a facial modeling algorithm and possibly the AI-powered Microsoft Pix camera app. And it wants to double the number of surgeries it can provide.
“Scaling at this level is not just about doubling our staff,” Bryant says of Operation Smile’s 300 global employees. “We have to be smarter in how we execute missions, fundraise and utilize resources. Leveraging Microsoft technology is an important part of our strategy to extend our reach and help more children.”
The software is part of Microsoft Philanthropies’ Tech for Social Impact program, which empowers nonprofits and humanitarian organizations with technology to advance their missions. With recognition that many nonprofits have limited IT staff, the program provides solutions and resources that help nonprofits innovate new ways to tackle global issues.
Oscar Camino Toledo looks at childhood photos with his mother, Maria Maribel Toledo, in Bogotá, Colombia. (Photo courtesy of Operation Smile, Rohanna Mertens)
“We’re dedicated to making the benefits of world-class cloud technology accessible to nonprofits and delivering solutions with our partners that help them achieve greater mission impact,” says Erik Arnold, CTO of Microsoft Tech for Social Impact.
The work has helped Operation Smile support families like Maria Maribel Toledo and her son, who was born with a cleft lip in Bogotá, Colombia. Maribel was 17 at the time and the only person who didn’t think the situation was tragic was her 15-year-old sister.
“She thought the baby looked cute, so she convinced me to see him again [in the hospital] and cuddle with him,” says Maribel, who had sobbed at the thought of her baby suffering a miserable life.
But seven surgeries and 23 years later, her son – Oscar Camino Toledo – has become a vibrant college student who plays soccer, loves bodybuilding and will graduate next year with a bachelor’s degree in bilingual education.
“Without exaggerating, I have Operation Smile to thank for almost everything in my life,” Camino says. “They were there by my side all the time, through the treatment and into my social integration.”
Oscar Camino Toledo with a cleft lip as a baby. (Family photo)
He’s grateful for the surgeries, speech therapy, orthodontia and emotional support, which his family couldn’t have afforded alone. He now wants to help other kids with cleft conditions – kids like the 12-year-old Moroccan girl who once hid at home and now attends school after surgery gave her a new smile.
Similarly, the shunned 8-year-old girl in Madagascar also went back to school – and giggled for the first time with classmates – after an Operation Smile surgery fixed a severe cleft lip. And the bullied 6-year-old boy in the Philippines proudly called himself “handsome” after seeing his repaired face in the mirror.
Oscar Camino Toledo with mother Maria Maribel Toledo in Colombia. (Photo courtesy of Operation Smile, Rohanna Mertens)
“I want children with cleft lip to know my story and see me as an example,” says Camino. “I would say to them not to be afraid and join Operation Smile because it is worth it. They gave me the tools and motivation to improve my life, to live a life with higher quality.”
To learn more, read “A Nonprofit Guide to Empowering Employees” by Microsoft Tech for Social Impact and Operation Smile.
Lead photo: A girl shunned by her Madagascan village because of her cleft condition holds a photo of herself before surgery. (Photo courtesy of Operation Smile, Zute Lightfoot)

© Microsoft 2018

Tuesday, October 9, 2018

Expansion Plan for AT&T and Capstone Consultants

AT&T plans to expand reach of 5G, AT&T Fiber, and

January 8, 2018

By Sara K. Madden


AT&T says it anticipates launching mobile 5G service in a dozen markets by late 2018, alongside its plans to expand the reach of AT&T Fiber for consumers and businesses, and of AT&T's plans include becoming the first U.S. company to launch mobile 5G service in a dozen markets by late 2018, the company attests. With AT&T being a driving force for standards acceleration in 2017, the company expects its 5G services to be based on 5G industry standards.
In December 2017, 3GPP, the international wireless standards body, finished crucial elements of 5G new radio (NR) standards as a result of that acceleration. Hardware, chipset, and device manufacturers can begin expediting development since these specifications are now available, enabling AT&T to deliver mobile 5G services.
In addition to the company's plans to provide mobile 5G to consumers, AT&T says it should trial 5G technology with various sized businesses. Last January, the company announced that initial lab trials of 5G demonstrated support of 14-Gbps transmission, and latency of less than 3 ms (see "AT&T outlines 5G, other broadband plans"). AT&T plans to use 5G technology to help businesses throughout several industries evolve business operations and improve customers experiences in 2018.
According to AT&T, its focus on 5G does not mean it will neglect other technologies. Currently, AT&T has over 8 million business customer locations in the U.S. either on or within 1,000 feet of AT&T Fiber. Based on the number of fiber to the home (FTTH) households using publicly available data for major fiber providers in its footprint, AT&T will bring its 100% fiber network to Amarillo, TX, Beaumont, TX, Evansville, IN, Gainesville, FL, Panama City, FL, Springfield, MO, Waco, TX, and other new metros areas, says the company.
AT&T says that in 2017 it reached over 7 million locations throughout 67 metros across the nation with its ultra-fast low-latency internet service powered by AT&T Fiber (see "AT&T Fiber network reaches five new metro areas"). In 2018 AT&T plans to add 3 million additional locations as it works toward reaching a minimum of 12.5 million locations across at least 82 metro areas by the middle of 2019.
Additionally, AT&T says it plans to offer a new internet option of varying speeds to consumers in apartment communities in an additional 14 metro areas, and to launch to apartment communities within its 21-state footprint in 2018.
In August 2017, AT&T began offering internet speeds up to 500 Mbps with for multifamily properties throughout eight metro service areas beyond its 21-state footprint (see "AT&T begins rollout in 22 metro markets"). With, AT&T ways it will continue to provide residents in existing multifamily properties ultra-high speed internet connection without placing new home run inside wire, allowing for an efficient upgrade of apartment buildings to stream live video on DIRECTV NOW.
Finally, the company plans to continue network advancements with 5G Evolution technology in hundreds of new metro areas, alongside launching mobile 5G in 2018. 

Credit :

Friday, July 13, 2018

Magic Leap Investment

AT&T’s Investment in Magic Leap Focused on Distribution, Content, Network and Technology

AT&T* is announcing a strategic, exclusive U.S. consumer relationship and investment with Magic Leap, developer of proprietary spatial computing and experiential platforms. The agreement combines Magic Leap’s focus on transformational technology and products with AT&T’s innovative network and distribution to usher in a new kind of contextually aware, intelligent, human-computer interactivity.

“AT&T is excited to pair our pioneering technologies, unmatched network, content platform, and vast customer ecosystem with Magic Leap’s efforts to build the next generation of computing,” said AT&T Communications CEO John Donovan, who has observer rights with Magic Leap’s board. “We’re designing and offering the future of entertainment and connectivity, and this exclusive arrangement – in combination with our 5G leadership position – will open up new opportunities and experiences.”

Magic Leap’s debut product, Magic Leap One, Creator Editionis a lightweight, wearable computer that will enrich real world experience with digital content and is scheduled to ship later this year to qualified designers and developers.

“We’ve joined with AT&T because we believe in a combined vision of expanding high-speed networks, edge computing, and deep integration with creative content,” said Rony Abovitz, Founder, President and CEO of Magic Leap. “Coupling the strength of the evolving AT&T network with Magic Leap’s spatial computing platform can transform computing experiences for people.”

This relationship establishes AT&T as the exclusive wireless distributor of Magic Leap products for consumers in the U.S. When available for consumers, AT&T customers will be among the first to experience it in select AT&T stores in Atlanta, Boston, Chicago, Los Angeles, and San Francisco, with more markets to follow.

*About AT&T Communications

We help family, friends and neighbors connect in meaningful ways every day. From the first phone call 140+ years ago to mobile video streaming, we innovate to improve lives. We have the nation’s largest and most reliable network and the nation’s best network for video streaming.** We’re building FirstNet just for first responders and creating next-generation mobile 5G. With DIRECTV and DIRECTV NOW, we deliver entertainment people love to talk about. Our smart, highly secure solutions serve over 3 million global businesses – nearly all of the Fortune 1000. And worldwide, our spirit of service drives employees to give back to their communities.

AT&T Communications is part of AT&T Inc. (NYSE:T). Learn more at

AT&T products and services are provided or offered by subsidiaries and affiliates of AT&T Inc. under the AT&T brand and not by AT&T Inc. Additional information about AT&T products and services is available at Follow our news on Twitter at @ATT, on Facebook at and on YouTube at

© 2018 AT&T Intellectual Property. All rights reserved. AT&T, the Globe logo and other marks are trademarks and service marks of AT&T Intellectual Property and/or AT&T affiliated companies. All other marks contained herein are the property of their respective owners.

**Coverage not available everywhere. Based on overall coverage in U.S. licensed/roaming areas. Reliability based on voice and data performance from independent 3rd party data.

Tuesday, June 26, 2018

The 5 Productive Morning Routines Of Highly Effective People

Ah, mornings. A good morning routine can seem like it will really set the productivity tone for the rest of the day. Some days you’re dialed into every detail: cooking a big breakfast, experimenting with new hairstyles. Other days… well, you’re slipping into the office through the backdoor with yesterday’s shirt on. It happens.
While a great morning moment can feel pretty magical, there’s more to the perfectly productive day than mystical forces at work. A morning routine that leads to productivity is in fact a science that you can implement in your own life.
But is there a right way to have a productive morning? After analyzing the advice and routines of six top productivity experts, it became clear that there are a few important elements that many successful people include as part of their day to have a productive morning.

Productive Morning Habits That Work For Everyone

1. Wake up at YOUR right time.

We've all heard that morning people are the most productive people: “You've got to be part of the 5 am alarm club! If you've slept in past 6 am, then you're behind already!” or the infamous "The early bird catches the worm!" Groan.
According to a 2012 study published by the American Psychological Association, participants who self-identified as "morning people" reported feeling “happier and healthier than night owls.” One hypothesis from the research, however, is that the typical 9-5 workday is geared to benefit those who function at their best earlier in the day.
While it’s true that many people who wake up earlier are often more productive, that doesn't mean night owls can't have a productive morning that leads to a productive day. Their “mornings” take place a little later, but can be productive nonetheless.
Mike Vardy, productivity writer, speaker, and podcaster, says on his blog, “Look, I’m a night owl – and proud of it. Why? Because despite having many say that my sleeping habits make me less likely to achieve, I prove them wrong. I don’t just do that every once in awhile. I do it every single day.”
The most important thing isn't what time you wake up - it's getting in tune with your body's clock. According to, your body actually knows what it should be doing and when. Don't force yourself to be part of the 5 am club if you can't fall asleep before midnight.
Getting enough sleep and waking up when your body is ready will lead more often to a productive day than forcing yourself out of bed hours before your brain is ready—that's a recipe for burnout. Plus, the habit won't last long. If you're not a morning person, you can't force it and your body will only work with you for so long before it says "no more!"
If you’re trying to figure out your optimal time of day in life, check out this useful guide for finding your most productive hours.

2. Eliminate decision-making tasks in the morning.

Productive mornings tips to help with to-do lists and decision making
Sometimes the best way to have a productive morning is to get a head start on it the night before. Many productivity experts and successful people spend their evenings preparing for the next day because it makes their mornings free to get an early start on important work.
American Express CEO Kenneth Chenault ends his evenings by writing down three things he wants to accomplish the next day.
Planning the evening before is effective because we have a limited amount of willpower and decision-making ability every day. The thought of making too many decisions in the morning will slow you down and drain your brain for the rest of the day. If you can eliminate decision-making from your mornings, you'll have more energy and time to have the most productive morning you can!
So write out your daily to-do list the night before like Kenneth Chenault. Subscribe to the concept that an AM routine can start in the PM: Pick out your outfit. Pack your lunch and your backpack for work. Want to read a book in the morning? Pick it out the night before and put it out somewhere obvious so you see it first thing. If you want to work out in the morning, sleep in your gym clothes.

3. Create a morning routine to focus your mind.

Create a morning routine to focus your mind
Perhaps the most important element of a productive morning is your routine. Nearly every productivity expert recommends a morning routine, although each one is just a bit different! It isn't so much about what is in your morning routinejust that you have one.
According to Claire Diaz Ortiz, productivity expert and author of Design Your Day, the best thing you can do to be productive is to create your ideal morning routine. She explains that how you start your day anchors you and ensures you stay focused on what is most important. You must master a consistent morning routine to achieve your highest level of productivity!
Although there's not one morning routine that works well for everyone, there are some key elements that make a morning routine most effective. If you analyze productivity experts' morning routines, you'll find a few things in common. They mostly all have an element of focus on big picture goals, gratitude, and planning for the day's time. 
Productivity coach Zack Sexton’s morning routine looks like this:
  1. Water (20oz. often w/ lemon)
  2. Cuddles (w/ fiancée Nikida)
  3. Coffee
  4. Meditation
  5. Read something inspirational (often in sauna)
  6. Shower (if sauna-ed)
  7. Look at calendar
  8. Start first journal entry in Evernote (including prompts about something learned, things to be grateful for, and what to focus on for the day)
Kevin Kruse, author of 15 Secrets Successful People Know About Time Management, starts his morning with five minutes of yoga stretches, while doing the following:
  1. Mentally recitation of his personal mission statement
  2. Listing three items of gratitude
  3. Reminder of his three big goal areas (Health, Wealth, and Love)
For each of these goals, Kevin also things of what tasks he’ll do that specific day to get closer to achieving them. "All that takes about five minutes," he says.
You don't need a lengthy meditation routine. Yoga, meditation, journaling, reading or a quiet walk—focus on the outcome, not the practice to get the most out of this special time where you can focus on yourself and center on your heart's content. You just need something that helps you set your mind on what you want to focus on for the day, and set your heart and mind in the right attitude for the day.

4. Move around and hydrate.

Health tips for a productive morning routine
Health is important. When you feel great, it will make it all that much easier to handle that alarm. You might not be excited about the idea of a morning workout. Maybe it's hard enough to just get out of bed, let alone run around the gym. But you don't have to lift weights or go for a jog. Simply moving around will get your blood flowing and help you get your day started. Many successful people start their mornings with a little movement, so here are a few ideas to add some more health to your life:
  • Kevin Kruse does a daily 20-minute HIIT session on the treadmill.
  • Jack Dorsey, CEO of Square, jogs every morning.
  • Howard Schulz, CEO of Starbucks, bikes first thing.
  • Congresswoman and House Minority Leader Nancy Pelosi power walks before she sits down to work.
  • Entrepreneur Gary Vaynerchuk works out with his personal trainer.
  • Shark Tank investor Kevin O’Leary gets on his elliptical or exercise bike.
  • Starwood Hotels CEO Frits van Paaschen runs 10 miles each morning!
While you're moving around (and working up a bit of a sweat), make sure to stay hydrated. What you put in your mug matters: Drinking water in the mornings will kick start your day and give you lasting energy all day long.
Jeff Sanders (author of the 5 AM Miracle and host of the podcast by the same name) says his favorite morning habit is to drink one liter of water within the first 45 minutes of bouncing out of bed. He says: "Hydration is incredibly important, especially after waking up. I always find that this larger quantity of water provides incredible energy and prepares my body for the day ahead."

5. Eat the frog... or the tadpoles.

After you get your personal morning routine organized, it's time to take action for a productive day.
Brian Tracy, author of "Eat the Frog," bases his morning philosophy off of a quote from Mark Twain:
"If the first thing you do each morning is to eat a live frog, you can go through the day with the satisfaction of knowing that that is probably the worst thing that is going to happen to you all day long."
The "frog" he is talking about is your most important task or work—the one you're dreading the most because it's so big and important that it’s looming over you. Building the habit to do your biggest task first can give you a huge boost of accomplishment first thing.
But starting the day with your most daunting task is, well, daunting. It can be too easy to procrastinate, making it even harder to get your day started. Sometimes, clearing away a few small tasks early on can give you the momentum to tackle your frog. In a study of creative work inside businesses, researchers Teresa Amabile and Steven J. Kramer found that making incremental progress, a.k.a. small wins, leads to more productivity in the long run.
Whether you work better by eating the frog, or tackling some small tadpoles first, find your ideal rhythm and get started right away!

Create Your Ideal Morning Routine For A Productive Day

Mornings don't have to be rough. By doing a few focused things when you wake up, you can set yourself up for more productivity throughout the day. If it seems daunting to overhaul your morning routine all at once, introduce one new practice a week and see if you notice improvement.
After all, they say if you win the morning, you win the day. Don't we all want to win at life?


Wednesday, June 20, 2018

Six Tips for Successful Sales Training

When I think about our team and what it is that makes them “the very best,” a few things come to mind. They are masters of the fundamentals, or “table stakes,” of training, and they are skilled subject matter experts in Richardson’s content and in selling. Here is how I describe our team:
  • They are passionate about their craft, and it shows in their work.
  • They connect quickly and easily with their learners.
  • They create a risk-free environment for learning, and they earn the right to push participants to stretch beyond their comfort zones.
  • They are subject matter experts, and they are skilled coaches who understand the real challenges salespeople face in the field.
  • They model the skills that they teach while also drawing out best practices from the participants in the room.
  • Most importantly, they tailor each classroom experience to meet learners where they are, which ensures the learning is real. Relevance is a critical success factor in the application of learning.
When a facilitator brings those characteristics together in a Richardson workshop, the result is a challenging, relevant learning experience that prepares and inspires sales reps to engage in genuine, customer-focused conversations that result in high-value, needs-based solutions. When that happens, we can reasonably expect that sales reps will begin developing long-term, trusted advisor-level relationships with their customers. They will close more deals, make more money, and provide better service to their customers.

Six Skills for training excellence

To be among the very best in any profession takes hard work and a solid grasp of the core fundamentals, or the “table stakes.” Once you have mastered those, you can set your sights on reaching the next level.
Here are six foundational skills that a sales trainer needs to be successful:
  1. Passion: Great sales trainers are passionate about supporting the success of sales professionals. Passion is emotion, and emotion is a key element to learning and memory. A trainer who is passionate, learner-focused, and has subject matter expertise can lengthen the forgetting curve. A passionate trainer who receives a thank-you note from a participant who applied the learning and had success is a fulfilled trainer.
  2. Relatability: Sales trainers must have an innate ability to connect with and relate to sales professionals quickly and genuinely. Doing so helps foster trust and provides a safe environment for participants to stretch, allowing them to be vulnerable in learning. When a learner feels comfortable trying something different and knows he or she won’t be embarrassed by making a few mistakes, the learning sticks. Mix in some humor and, by the end of a day, solid business relationships are often formed between trainers and participants.
  3. Credibility: Credibility in a sales trainer has two components: successful sales experience and expertise in training. Sales professionals are more receptive and willing to listen to someone who has real sales experience. A great trainer knows what a sales rep faces on a daily basis and can empathize with the pressures of the job. The trainer can, and should, draw on his or her own personal experience to emphasize key learning points and help a sales professional prepare for a selling situation he or she has not yet encountered. Trainers with selling experience anchor the learning in reality. When you blend that with a sound sales training methodology and strong facilitation skills, sales reps receive a deep, rich, and relevant learning experience.
  4. Draws out best practices: Great sales trainers know how to transfer knowledge to learners, and they are also skilled at creating an environment where individuals learn from one another by drawing out and sharing best practices. When a learner attaches a new concept to previous experience, he or she begins generating thoughts on how to apply the concept in the real world. Additionally, great trainers are always learning something new from participants that helps them stay on top of their game.
  5. Learner-focus: Richardson’s methodology is centered on being customer-focused. In the classroom, the participant is the trainer’s customer. Remaining learner-focused is a critical success factor for a trainer. To accomplish this, it is important to take the time to prepare to deliver a tailored learning experience. Good trainers show up for training workshops with an understanding of their learners’ unique selling situations. The very best trainers adjust the learning experience appropriately, from a knowledge and skills perspective, to meet the audience where they are. They know when to slow down or go deeper into content, and they know when to push harder to help all learners achieve at a higher level, stretching them in a safe way. Word choice plays a big role in remaining learner-focused. It is subtle, but word choice can dictate the level of engagement. Great trainers stay learner-focused by using inclusive language, like “we,” “our,” or, “let’s” versus “I.” For example, they will say this:
    “In this activity, our goal is to be sure we …”
    “Let’s practice the skill of prefacing.”
    Instead of this:
    “OK, now I want you to …”
    “Here’s what I want to see …”
    “I always …”
    When a trainer executes a truly learner-focused workshop, participants are left feeling that the facilitator is one of them. We often hear that participants in our programs are surprised to learn that the facilitator wasn’t an employee of their organization. That’s a compliment that demonstrates how effectively our facilitators prepare and focus on customizing the learning experience to meet the needs of the audience.
  6. Classroom Management: Classroom management, sometimes referred to as the mechanics of a seminar, refers to a trainer’s ability to navigate all of the moving parts associated with a training day to deliver a smooth, rich learning experience.Preparation is a critical success factor. It’s important for a trainer to create a plan to accomplish the learning objectives of the workshop. A few things to consider when planning: develop a well-timed agenda; prepare smooth transition statements to move from one learning module to the next; prepare instructions for activities to ensure clarity on roles and to ensure they accomplish desired learning outcomes; and a plan for how and where you might use a story to emphasize a key learning point.And because, as they say, “the best laid plans …” it is also important for a trainer to be able to make course corrections. For example, it may be necessary to accelerate or decelerate the timed agenda based on the needs of the audience or an unanticipated delay. It’s also important to have the ability to resolve a technology glitch and/or minimize the impact of a disruptive participant while also handling all of the “known” moving parts that may be designed into a program. Classroom management is a challenging foundational skill. A great trainer is able to address these things seamlessly while also delivering a rich learning experience.

Tuesday, June 5, 2018

Technolgical History ATT

Capstone Consultants is on top of the national leader board for cell phone sales, but we wouldn't be here without the inventors of the past. Today I want to take a look at the awesome innovations from AT&T.

In 1876, Alexander Graham Bell rushed to the patent office to claim his invention of the telephone. Before that, the only way to have a conversation with someone in real-time was in person.  Now, it’s hard to imagine a world where technology isn’t driving our communications. This invention led to the creation of AT&T.
Say you learn about a new technology that’s coming out this year. That technology started off as an idea or concept long before it becomes a prototype. Then the potential for a prototype is brought about by design and engineering. The idea or concept goes through many stages before finally hitting the market. 
If our AT&T scientists work hard for months to develop the actual new technology, think of our intellectual property groups as “future tellers” working years ahead to predict technology needs for a more connected world.
Check out when key technology breakthroughs actually happened.
  • 1926 – Sound Motion Pictures
AT&T brought sound to Hollywood in the 1920s with the invention ofSound Motion Pictures.  By creating a way to synchronize sound and picture, actors’ voices matched up with their moving lips! In 1926, Warner Brothers premiered Don Juan, the first full length film with a synchronized sound track of music and audio effects.
  • 1929 – Broadband Coaxial Cable
Similar to our current-day need to switch to a software-defined network to handle massive mobile video traffic, 1920s AT&T engineers recognized the open wire and cable in use at the time couldn’t carry the high frequencies needed for the broadband systems of the future. Enter the broadband coaxial cable, the first broadband media. It made higher-capacity long distance circuits possible.  But it also led to intercity transmission of moving images, which paved the way for television.
  • 1947 – The Transistor
The transistor is an indispensable component of most devices we use today. It made the marriage of computers, devices and communication possible.  It’s light-weight, tiny and doesn’t overheat – like its precursor the vacuum tube.  The transistor, and the eventual creation of integrated circuits that contained millions of transistors, served as the foundation of modern electronics. Without this invention we would still have phones in our cars, but your phone would weigh around 80 pounds!
  • 1954 – The Solar Cell
The first practical solar battery, consisting of an array of several strips of silicon (each about the size of a razor blade), could only convert 6% of the sunlight into useful energy. Just a few years later, solar cells of this design powered AT&T’s Telstar 1, the first active communications satellite launched by NASA.
  • 1969 – Unix
AT&T Bell Telephone Laboratories researchers devised the UNIX computer-operating system in 1969. Just 2 years later, UNIX became the first truly portable computer operating system, designed to work on a wide range of computers. In the 1980s, UNIX and its variants became the most widely used operating system underlying the internet. Today, UNIX and its descendants continue to be the backbone of the internet, running on devices ranging from smartphones to supercomputers.
  • 1972 – Automatic Switching for Mobile Communications
One of the first inventions that allowed us to stay connected on the go is Automatic Switching for Mobile Communications. The technology lets your cellphone automatically transfer from one tower to another as you’re driving down the road.
  • 1988 – TAT-8
TAT-8 was the first fiber-optic cable that stretched across an ocean and had a capacity of 40,000 calls. That’s 10x more capacity than its thicker and heavier precursor, which used the older copper coaxial cable technology. AT&T, British Telecom and France Télécom led the consortium that built TAT-8, which spanned a seabed distance of 5,846 km between North America and Europe.
  • 1995 – Machine Learning
We pioneered a new breed of machine learning algorithms, including Support Vector Machines and AdaBoost. These algorithms are the heart and soul of all machine-learning research worldwide. Today, you’ll find these as large-margin classifiers for natural language processing and data mining.
  • 2001 – Natural Voices
We released AT&T Natural Voices, an advanced text-to-speech (TTS) engine providing human-like speech in a variety of voices and languages. Our work surrounding the properties and analysis of human speech dates as far back as 1936, when a scientist at AT&T Bell Laboratories invented the world's first electronic speech synthesizer. It required an operator with a keyboard and foot pedals!
  • 2012 – NetBond
We launched AT&T NetBond®, a service that taps software-defined networking technologies so businesses can bring the cloud within their VPN network. The benefits? They can avoid exposure to the public internet and mitigate security and performance risks. AT&T NetBond exists because of Research’s patented IRSCP (Intelligent Routing Services Control Point), an early SDN technology.
  • 2013 – ECOMP
ECOMP is the engine that powers our software-centric network. A system like ECOMP allows us to build our next generation cloud-based network in a vendor agnostic way, giving us great flexibility for deploying network function virtualization in our new software defined network. And it lets us rapidly on-board new services that our customers want. ECOMP is one of the most challenging, complex and sophisticated software projects in AT&T’s history.
After taking a trip down memory lane, think about the technology you use the most and why it’s important to you.
AT&T has a rich history of delivering keystone technologies – all made possible by the work of inventors with a keen eye for identifying opportunities and acting quickly.

Friday, May 11, 2018


My favorite thing about owning a business with my sister is that when we go into business-planning mode we can speak candidly and with total honesty about our money goals. We can say things like “I want to be able to buy a freaking vacation house” or “I want at least 8 weeks of vacation a year” without feeling self-conscious or judged by the other. You see, it’s not just about a number – we’re able to really dig in and explore our goals, desires, and dreams. It’s not just about how much we want to make – it’s about how we want to feel.

It usually boils down to us wanting to feel rich, wealthy, and successful. They might all sound like words for the same thing but they aren’t. When my sister and I get specific about what being rich, wealthy, and successful really looks like, this is what we find: 

WHAT DOES “RICH” LOOK LIKE? - expensive raw denim 
- staying in a fancy hotel 
- buying a new car – with a sunroof
- hiring someone else to clean my house 
- ordering take-out from a fancy restaurant – on a weeknight
- subscribing to Amazon Prime and a United Mileage Rewards credit card 

WHAT DOES “WEALTH” LOOK LIKE? - having brunch with friends that lasts all day long
- picking my baby up early from daycare 
- working out in the middle of the day
- donating to charity (without having to Tweet about it or pour a bucket of ice over my head)
- my modest heirloom wedding ring (my husband told me we could get something fancy – that it was just a placeholder – but I love it) 
- ordering prints of my Instagram photos
- road trips with my girlfriends 

WHAT DOES “SUCCESS” LOOK LIKE? - a client that cries when she finally gets a brand that looks and feels like what she’s been trying to express all along 
- a really nice email response to one of our Letters for Creatives
- record attendance and an engaged class in our ECourses
- being asked to speak at a conference 
- being able to hire really talented employees 
- having a new client waitlist
- coaching someone through a creative challenge
- feeling like an expert 

Notice any patterns? The “riches” are all about the things you can buy. “Wealth” is about the experiences you can have when you don’t have to worry about money. And “success” is the demand, growth and necessity for what it is you’re selling, what it is you have to offer – and the higher-purpose reason why you do what you do. 

So what makes you feel rich, wealthy, and successful?


Thursday, May 3, 2018

Today I want to take a moment to recognize our team!

For starters, congratulations to Devin for being voted leader of the week! Keep up the good work.

The big news of the day is to our corporate trainer Chad and assistant manager Anna. They ranked 2nd and 3rd in the nation last month for cell phone sales! Way to go guys, you are consistently killing it out there.

We're gonna celebrate tonight at Queen Park Social for our weekly team night.... and with this awesome weather do I smell a corn hole tournament ??? No matter what we decide to do, we're just gonna spend some time hanging out and getting to know our awesome new starts Mitch and Skylar who have been doing fantastic their first two weeks!

Last news of the day, we're all gearing up and heading to Atlanta next week to work with, share knowledge, and learn with a corresponding office and some really great people!

Until next time, everyone have a great day and weekend!

Saturday, April 21, 2018

What are you selling? Proven "Sales" Strategies.

Proven Sales Strategies That Will Grown Your Business.

- Gay Gaddis

Whatever career path you choose, being able to influence people will inevitably be a part of it. Your title doesn't have to have "sales" in it but everyone is selling something - your personal brand, your products, your services or even your philosophies.

After 25 years at the helm of my business, I thought I knew every trick in the book and every nuance needed to close that sale. But then I attended a C200 dinner in New York and met Charles Bernard, founder and CEO of Criteria for Success, Inc. - and changed my mind. Charles helps CEO's bridge the gap between delivering on a vision and valuing underlying profit. He proved that this old dog could learn a thing or two about improving my sales strategy.

According to Charles, there are three fundamentals of selling: Philosophy, Mechanics, and Action. The philosophy of discovery-based selling is ideal; better for your customers to discover how great you are than for you to tell them. Leave bread crumbs for your clients to find you because it is much more valuable for someone to discover you than for you to pound your fists declaring your greatness.

Buyers are trained to weed out the ordinary and the obvious yet many presentations start with slides on how big and great they are. This is the fastest way to lose their interest. Buyers want to gauge the potential relationship based on their understanding of how well you know them and what impact you can have on their business.

So what's the right approach? Fundamentally understand your own business value proposition and spend time getting to know theirs. Most important.

  • Convey you are a "feedback organization" and that you live and die by both positive and negative feedback.
  • Add value. Period. Customers measure value based on outcomes rather than the lowest price. World class sales teams maintain a philosophy that they are a problem-solving organization.
  • Make your customers know you are invested in a long-term relationship. Deals are never won in a day; make your customers know that you are the right longer term partner.
Sales mechanics involve heavy planning and management. Remember the factors that can and cannot be controlled. Top salespeople know that their job is to grow salespeople, not just sales. Find people who are better at sales than you. Put 12 days on your calendar a year and mandate that your sales people have to get you in front of the clients.

Develop a sales playbook structure that includes prospecting, cost and training for sales support. Great people will hire more great people and know how to help them develop into exceptional talent while staying accountable.

These are the fundamental "actions" of discovery-based selling. On top of this, you must also make your company known to the customers you are trying to reach with a carefully managed social media and PR strategy. Be discriminating when deciding where to spend your time and money. If your customers aren't there, don't go there. Critically important: Remember that your best press advocates are your employees.


Friday, April 6, 2018

Building the Leader of the Future

Driven by complexity and fueled by rapid change, the practice of leadership
development continues to evolve.
- Mike Prokopeak

leader of the future image

By almost any measure, Scott Kriens was a successful leader.
After taking over as CEO of Juniper Networks Inc. in 1996, the veteran technology

entrepreneur led the company’s growth into a global powerhouse by supplying the

routers, switches, software and networking products that form the infrastructure of

the internet economy. But when his father died in 2004 it forced Kriens to hit the

pause button.
“It was a really difficult time in my life,” said Kriens. “I was ignoring a lot of things.

I was ignoring my personal life and my relationship at home.”
After years of charging hard, Kriens began to reflect on his leadership journey and

what came next. “It really became clear that being a leader meant being a skilled

practitioner of relationships,” he said. “Being able to be in authentic relationships

and show up in a way that could be trusted and relied upon by other people.”
That insight was so powerful that when he retired as Juniper CEO in 2009, he and

his wife Joanie founded the 1440 Foundation, a nonprofit that takes its name from

the 1,440 minutes in the day. While Kriens remains chairman of the board at

Juniper, his focus is now trained on the foundation and 1440 Multiversity, the

75-acre campus that is part conference facility, spa, lodge and education center they

built on the redwood-filled grounds of a former bible college near Santa Cruz,

“In traditional education, we get plenty of intellectual training, but we don’t get

much relational, social, emotional training or what you might call spiritual training

in a secular sense,” Kriens said. “To be truly well, we have to be developed in all

dimensions. Multiversity is really meant to address the rest of yourself.”
Incorporating professional development, personal growth and health and wellness,

1440 Multiversity is a symbol of a larger movement afoot in leadership, one that

aims to meld business results with health and wellness; one that recognizes that

organizational results come from a more open leadership model.
The stakes are high. Leaders face a complex and ever-evolving business

environment that can overwhelm them professionally and personally. Those

charged with developing the next generation of leaders have a dizzying set of

theories and methods to choose from to develop leaders.
Success may just require chief learning officers to step out of their comfort zone and

embrace an expanded view of what leadership is and how to develop it.
From Traditional to Transformational
The history of leadership is abundant with theories, from the “Great Man” theory

that proposes certain men are born with the traits required to lead — and leaders

were envisioned almost exclusively as male at the time the theory was developed —

to the contingency theory that held that leadership is more like a mix and match of

styles to circumstances.
What has emerged in recent times as business has gone global and technology has

infused it with unprecedented speed is a rising level of complexity that requires

learning organizations to more closely examine what they expect of leaders and how

to develop them.
The gig economy, generational shifts in the workforce and the rise of artificial

intelligence and data-driven management are forcing change. Some organizations

are finding that traditional leadership competencies focused on managing peers and

stakeholders are not enough.
“While they are still critical to leader effectiveness, to succeed today and prepare for

the future, leaders need to be able to consistently demonstrate a new mindset and a

new way of working,” said Melissa Janis, vice president of leadership and

organizational development at McGraw-Hill Education.
For McGraw-Hill, a 125-year-old company with a legacy as a textbook publisher,

that meant shifting strategy to focus on learning technology by giving leaders the

tools and ability to thrive in a disrupted marketplace. “Leaders must embrace an

entrepreneurial approach and help to create a culture that fosters collaboration,

candor, empowerment, influence and action,” she said.
At BNY Mellon, the roots go back more than 200 years to its founding by Alexander

Hamilton, first secretary of the U.S. Treasury and current focus of Broadway’s

bright lights. But that rich history doesn’t insulate the bank from the influence of

technology and an economy that is increasingly open and nonhierarchical.
The challenge for leaders is to create an environment where you can pull

information and answers from across the organization and move everyone in the

right direction without necessarily emphasizing formal authority, said Marina

Tyazhelkova, managing director and global head of management and organization

development at the bank.
“It’s really kind of the crux of what good leadership is all about but it’s also really

hard,” she said. “Most of the leaders we have today have probably grown up in the

culture where you were the glorious leader who was supposed to show the way,

know all the answers and always be right.”
Tom Gartland, former president for North America at Avis Budget Group and

author of the book “Lead with Heart,” saw the limitation of that approach firsthand

during his 40-year career. The more he dedicated himself to getting to know people

and putting himself in service to them, the more they gave in return to the success

of the company, he said.
“Leadership is an extremely personal relationship between you and the people you

work with,” Gartland said. “It’s not just the people that directly work with you.

From my perspective, it’s with the entire organization no matter how large the

organization is.”
Effective leaders in the modern era are able to break through the distance between

people and build trusted relationships, said Kriens. That means admitting mistakes

and asking for help when you don’t know how to solve a problem.
“The leader is the one that has to demonstrate and make that possible first, because

the rest of the team is not going to be willing to make the assumption that it’s safe,”

Kriens said. “That’s all going to be withheld in an environment that doesn’t have

trust in it. The leader’s got to be the one that shows up first to build that trust or it

won’t happen.”
Leaders face what Rajeev Peshawaria calls the “21st century leadership dilemma,”

a problem the former chief learning officer at Coca-Cola and Morgan Stanley spells

out in his book “Open Source Leadership.” According to his research, autocratic,

top-down leadership is what is needed to create results in today’s high-speed

environment but that has to co-exist with less control, more volatility and

heightened transparency.
“Welcome to the open source era where one of the key skills leaders will need is to

balance seemingly opposite ideas,” he said.
He recommends that leaders focus on “positive autocracy,” an approach that

includes behaviors like listening, learning and reflecting continuously and being

autocratic about values and purpose while remaining humble.
Leadership is a desire to create a better future, he said, and the most successful

leaders are able to persevere against the odds because of the clarity and conviction

of their personal values and purpose.
“Leadership development should accordingly move away from superficial

competency models, best practices and role-plays toward helping people uncover

their leadership energy by clarifying their values and purpose,” Peshawaria said.
Evolution in Development
For some companies, that means thinking about leadership development as

journeys rather than programs.
Like many service businesses, Havas Health & You, a New York-based advertising

and communication agency, didn’t focus much on leadership development. They

would often hire leaders from the outside rather than develop them internally. The

extent of leadership development often consisted of hiring a coach for a top

“We realized we needed to do much more,” said Pat Chenot, Havas Health & You

executive vice president and chief learning officer.
Leadership is about two things: competence and connection, he said. The company

supports competence through Havas University, a corporate university run by the

agency’s parent company, as well as a tailored learning platform called YoU Central

that houses Havas Health & You-centric training and development.
But it’s in connection where Chenot thinks they can make the most difference. “We

really believe very strongly … that it’s so important to build trust and

communication and that emotional intelligence is even more important than IQ,”

he said.
As part of its flagship Developing Leaders Program, high-potential leaders are

invited to participate in a nine-month development experience that includes

leadership development workshops, one-on-one coaching and a designated

executive mentor.
Fundamental to the program is an emotional intelligence assessment and

360-degree review that aims to help leaders understand themselves as leaders

before they turn to how they lead others. The program’s tagline “Becoming a Better

Leader Through Introspection to Inspiration” brought home the point.
“As our leaders deal with organizational changes and a constantly shifting industry

and world, we want them to be also capable and prepared to cope with change and

to be more resilient,” Chenot said.
Gartland would share the results of his 360 with his team, something no other

leader had done before at Avis Budget. “I said, ‘This is what you guys said. These

are the things that I can’t change and these are the things that I heard and I’m

going to change. And if I’m not doing it, call foul.’ ”
That level of personal vulnerability and openness has the added benefit of

encouraging and increasing connection among others. At Havas Health & You,

while many of the leadership development participants worked in the same building,

they didn’t even know each other, Chenot said.
Gartland took the personal connection one step further when he was named

president of Avis Budget. He set out on a bus tour to get to know the 22,000

employees scattered throughout North America. “We went 18,000 or 22,000 miles

in a bus over 12 weeks and shook hands and personally talked and hugged and

served lunches,” he said.
Several years later, he still hears from people who remember that trip. “When you

make that kind of impression on people and they know you care, they stay late,” he

said. “They work like crazy. They take care of the customer. They do the right thing.

It just changes everything.”
When leadership development fails it is because it does not focus on what

Peshawaria calls “emotional integrity” or the courage to admit what one really wants

for oneself.
“Great leadership happens when one is clear about the ‘why’ of their leadership, not

just with the ‘what’ and ‘how,’ ” said Peshawaria. “It is the ‘why’ that keeps one going

in the face of formidable resistance.”
Technology Transforming Practice
Success also hinges on integrating leadership development across the enterprise. At

BNY Mellon, the company refreshed and focused leadership competencies on two

priorities: client focus and cultivating innovation.
The idea was to create a shared concept about leadership at BNY Mellon that could

be applied at all levels. Tyazhelkova said the goal was to touch 70 to 80 percent of

the company’s 8,000 managers through leadership development programs targeted

at four distinct levels: executives, senior leaders, front-line managers and new

“We as a business are transforming and preparing ourselves for the new world where

technology and digital plays a much bigger role,” she said. “Hence you have to start

preparing with a really consistent approach across the organization. So what we did

with our programs is we don’t just pick a small group of anointed leaders across the

board. The program is available to all.”
While the model is consistent, the application is different based on the participants’

organizational level. Executives focus on strategy and meet in person in two cohorts

of 30 to 40 people at the bank’s New York headquarters. Leaders in the other levels

participate virtually in cohorts by region to promote connections among the group

and focus on execution.
Technology is central to BNY Mellon’s leadership approach, allowing the firm to

bring together people to learn and interact with one another in ways that would not

be possible otherwise. The cohort approach is key, allowing people to discuss and

debate application of management leadership principles and ideas in the context of

their environment.
“You can do leadership development virtually,” Tyazhelkova said. “You can put it

together as a consistent, coherent approach and you can build functional interaction

where people are not always in the same room with their colleagues. It is possible.”
McGraw-Hill Education has taken a similar approach to leadership development,

creating a core of leadership competencies that can be scaled by level and infusing it

with technology.
“In the seven years I’ve been at McGraw-Hill Education we’ve completely changed

our approach to leadership development,” Janis said. “The methodology has

progressed beyond full-day, face-to-face training to blended learning with robust

experiential and social components.”
As a result, within two years of launching the company’s flagship Catalyst leadership

program nearly every employee of the company reported to someone who had

Havas Health & You plans to expand its use of technology for leadership

development but is doing so cautiously. “We could quadruple the numbers that we

run through this program if we did Skype and if we did more online,” Chenot said.

“In my opinion, we dilute the effectiveness of it. We continue to really focus on face

to face but we need to use technology more to really leverage the effect of all the

things that we’re teaching these individuals.”
Technology is central to how Martin Lanik sees the future of leadership development.

Lanik, the CEO of Pinsight, a leadership technology platform and author of “The

Leader Habit,” said the problem in leadership development has been execution.
“We’ve been trying to turn managers into coaches for over two decades now,” he said.

“I don’t think we succeeded as a field. They don’t know how to measure on a daily

basis or even a weekly basis whether somebody is in fact improving and giving them

real-time feedback.”
Automation is the key from his perspective, and this is where technology can help.

Leadership is a series of behaviors that can be broken down into smaller micro-

behaviors that can be practiced until they become automatic. Using a software

simulation, leaders assess their skills and personality and generate a development

plan and daily exercises that can be practiced.
Traditional approaches to leadership development are simply not enough, Lanik said.

“[CLOs] need to identify the key behaviors and then have a very simple process to

turn those behaviors into habits. We do this naturally. We intuitively get that because

we do it in many other fields. For whatever reason, leadership is the one that seems to

be still lacking.”