Author: Garth Beyer

The total number of people who showed up is a vanity metric.

The total number of people who left with more than they came is a value metric.

Alone, both numbers express their own individual narratives.

Combine them into a percentage and you don’t just have a narrative, you have a story that you can make meaningful decisions from.

Stay Positive & Worth Taking A Look At That Last Tracker You Sent, How Many Percentages Are There?

Somewhere between the second stale donut in a beige sales meeting and the fourth time someone quoted Glengarry Glen Ross, it happened again: “We’re in the relationship business.”

And just like that, another good rep drank the Kool-Aid.

No disrespect to warm handshakes, golf outings, or remembering that a customer’s cat is named Pickles. But if you’re hitching your quota to the rickety wagon of “relationship selling” alone, prepare for the long, slow tumble off a cliff made of ghosted emails and unread InMails.

Here’s what happens:

Marketing hears “relationships,” so they build campaigns like they’re setting up a dating app. Personalization gets creepy. Every email sounds like a LinkedIn anniversary notification. The whole engine grinds to a halt because guess what? Relationships take time. And time is the one thing your sales cycle doesn’t have to spare.

Then comes the reckoning. Your number’s missed. You’re blamed for not “deepening trust.” Meanwhile, the buyer chose the competitor who pitched a clearer idea.

Because this isn’t a relationship business. It’s an idea business.

You don’t need to be their buddy. You need to show them something they haven’t seen before. You need to rewire how they think. You need to bring the idea that turns their chaos into control, their mess into momentum.

Ideas scale. Ideas ignite. Ideas don’t get ghosted after a dinner meeting.

And great ideas? They create relationships as a byproduct—relationships built on respect, not rapport.

So stop selling relationships. Start selling ideas.

And maybe—just maybe—you’ll stop getting fired for doing what everyone else thought would work.

Stay Positive & Have An Idea?

There’s a peculiar type of magic that bubbles up when you’ve got something to look forward to. Not the caffeine-hit kind of magic, jittery and urgent—but the slow-burn, light-a-fire-in-your-soul sort of magic. A tomorrow-tinged thrill that tickles your ribs while you’re brushing your teeth or stuck in traffic or alphabetizing your spice rack for the third time this week.

Anticipation is hope dressed in disco pants. It’s a neon sign blinking “life’s not done with you yet.” It doesn’t have to be grand—a trip to Kyoto, sure, but also Tuesday tacos, a long walk with someone who listens more than they talk, or a night alone with a good book and terrible wine. The scale doesn’t matter. The direction does.

Because when the days start blurring together like a watercolor left in the rain, a sliver of something sparkly ahead—a thing, your thing—can snap the blur into focus. The future becomes a friend again. And that? That makes the present worth sticking around for.

Stay Positive & What’s On The Agenda Next Week? (It Makes All The Difference In How You Feel This Week)

Image a wall with targets on it. Each target is a goal or aspiration of yours.

In front of you is a sort of pea-shooter with a funnel attached to it.

Your job: Place ideas and actions and emotions in the funnel.

Its job: Shoot them where it makes sense to.

The challenge then, of course, is to be mindful of what gets put into the funnel.

The more intentional with the input; the more accurate the output is.

Stay Positive & What Goes In Is Up To You

Even when it doesn’t feel like a choice—it is.

You didn’t choose to miss the flight, you say. Traffic did. The kids did. That last email, that extra ten minutes in bed, that unexpected squirrel funeral in the road—they did.

But here’s the gut-punch: you still chose.

You chose when you left the house. You chose how much margin you gave yourself. You chose to flirt with fate and assume the universe would hold all its variables still for you, like an obedient dog that definitely won’t chase that passing car. (Spoiler: it will.)

This isn’t about guilt. Guilt is a slippery eel that leaves slime but solves nothing. This is about ownership. Radical, empowering, spine-stiffening ownership.

Because if you can own that missing the flight was your choice—however buried under layers of rationalization and traffic jams—then you also own the power to do it differently next time.

Showing up is always a choice. Even when it’s hard. Even when it’s default. Even when the world seems to be conspiring against your punctual, present, put-together self.

Because it does.

Stay Positive & No Such Thing As “Out Of My Hands”

There’s no good time to give up (regardless of the expression “stop while you’re ahead”).

There’s no good time to start either.

There’s only a great time to do either – when you decide to.

The funny thing about a great time is that it’s dependent on what happens after a decision is made. Either you take actions to support the decision (resulting in what appears to be a great time to start/end) or you don’t (resulting in what appears to be a bad time to start/end).

Stay Positive & The Quality Of Time Is Up To You

There’s a peculiar thing about opinions. They’re like armpits—everyone’s got a couple, and most of them stink if you don’t air them out with care.

But here’s the paradox wrapped in a koan and served on a paper plate: You’ll get nowhere in this world without an opinion. No promotions. No partnerships. No parade in your honor. The folks who blend in, nod yes to everything, and keep their spicy insights zipped up tighter than a Tupperware of regret? They fade. They get passed over. They get fired not for doing something wrong, but for doing nothing memorable.

Yet here comes the curveball, lobbed gently by the cosmos with a wink: Having an opinion isn’t enough.

You must learn to wield it. Like a samurai wields a blade—not to bludgeon, not to dominate, but to cut through noise with precision and purpose. Because a sharp opinion delivered poorly becomes a guillotine. And nobody wants to brainstorm with the executioner.

See, the world doesn’t suffer from a lack of people willing to say what they think. It suffers from a surplus of people saying it like jerks.

You want to be the kind of person who can walk into a room full of egos, drop an idea that rattles the walls, and do it with so much grace that people thank you for the aftershock. That takes practice. That takes empathy. That takes knowing which hearts you’re speaking to, not just which facts you’re dropping.

So yes—have an opinion. Make it bold. Make it yours. But if you don’t learn how to package it in compassion, timing, and context, you might as well be shouting wisdom through a megaphone in a monastery.

Stay Positive & Don’t Deafen The Crew