Don Gabor
Best Selling Author
www.DonGabor.com

As an expert on conversation skills, you might have the expectation that Don Gabor is also a seasoned sales expert. Undoubtedly, Don is the master in getting people to talk. But, Don wanted to improve his success rate in one other key area, closing more business.

Before Don took The Titan Boot Camp, his questions centered more on the prospects skills set versus their strategic needs and direction. Now, he asks a different set of questions. One of the things the Titan Boot Camp showed me how to do was to connect the conversation skills with how people would benefit by improved communications with their colleagues, customers, friends and family.

Just by changing the questions Don asked, he started to see immediate and dramatic results. The first week after the boot camp, Don closed one of the biggest deals of his career. That was nine months ago. Since the program ended, Don continues to use the process and has seen a significant result in his bottom line. Don also claims that by going through this process and working at it every day, he has managed to reposition himself from being perceived as a vendor of commodity type services to being a trusted advisor offering real solutions.

Don Gabor is stellar example of a Titan… a professional looking for ways to improve himself and increase the value he brings to his clients. He realizes that growth is not an event, but a process of continuous improvement. He continuously strives to be the best he can be.

Congratulations Don Gabor, our Titan Profile of the Month.

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Tragically, we sometimes realize the valuable contributions of others in death vs. life. On Monday, April 19th, 2004, James R. Cantalupo, CEO of McDonald’s, died of a massive hear attack just before the opening of the annual McDonald’s convention in Orlando, FL.

Mr. Cantalupo came out of retirement in January 2003 after McDonald’s posted its first quarterly loss since it became a publicly traded company. In 16 short months, James Cantalupo implemented a strategy that turned around McDonald’s earnings and put him into the upper echelon of CEO’s who truly have made a difference for their company and community.

These changes were significant and worthy of blazing new frontiers. McDonald’s, known for its fast food, decided to do away with its highly successful trademark Super Size® promotion. Responding to the well documented spread of obesity in America, McDonald’s silenced it’s critics and jumped on the bandwagon of healthy eating. Another significant change addressing the obesity issues was the first ever Adult Happy Meal, consisting of salad, bottled water and a pedometer.

Of course, Mr. Cantalupo initiated other changes such as selling off non-performing assets. Most importantly, James Cantalupo showed true leadership by acting as a visionary, thinking outside of the box and shifting his company so that it better aligned itself with the needs and wants of today’s market. Making these decisions was risky, but James intuitively knew that this was the direction his company had to take.

The results speak for themselves. The leader spoke up and addressed his company and market needs. And now, James R. Cantalupo’s legacy will continue to speak for many years to come.

James R. Canatlupo, our Titan Profile of the month, thank you for showing us how the right leader can bring refreshing ideas to a company that has been around for a long time and produce staggering results. Your legacy proves there is room for improvement in all of us.

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Jon FriedmanProducer – The Rejection Show
www.tremendousrabbit.com

Some writers, cartoonists and actors have had their work shot down by the market. What do they do with the rejected pieces of work? If you are smart, you would take it to Jon Friedman, who created a show dedicated to rejection. Jon’s Rejection Show is gaining popularity and is becoming a hot topic. Imagine a show where you can go and present your material that was just shot down and the audience loves it. Loves it? But wait a minute, it was just shot down. How can somebody else really love it?

This is a perfect example of some one else’s garbage being someone else’s treasure. In talking with Jon, here are a few interesting thoughts.

* Most of the people who had their works of art rejected are considered very successful in their own fields. They realize as part of their success, they will be rejected more often than accepted. The thing that separates them from the not-so successful colleagues is they do not let the rejection stop them. In fact, they are fueled to continue on until they are accepted because that is the feeling that motivates them.

* These same people realize their pieces are sometimes rejected for reasons outside of their control. For example, the material might not be right for the venue. The reviewer may be in a bad mood. Sometimes, material will look differently on paper than when it is actually performed. The decision is not made on quality but on personal taste. You can take all of these reasons and add a dozen more from the miscellaneous column and realize that many times, plain luck takes over. You have to have all of your stars in alignment.

* And sometimes, heavens no, the piece you thought so highly of, is just not good enough.

Jon went on to say that the successful artists who perform their rejected pieces in his show have a few things in common. First and foremost is their passion for what they do. Their passion drives them through all of the negativity associated with success. The ones that do it just for the financial reward are not as likely to escape unscathed by rejection. In fact, more often than not, the artists looking for only financial gain are least likely to continue on the path to success after being rejected several times. The last common denominator is the successful artists may take the rejection personally, who wouldn’t? But they get over it by being creative and findings ways of being accepted. They don’t let it stop them.

Thank you Jon Friedman, our Titan Profile of the Month. You have shown us how rejection is a part of every successful person’s game. The only difference is what you do with it. You might as well as turn it into a show, because someone out there is going to like your stuff.

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John Daly
Professional Golfer

If a customer says no to you, do you stop? If 50 customers say no to you, do you stop and go home? If you do not win any of the 180 golf tournaments you have played in, do you give up and retire? John Daly didn’t give up.

With a well documented story of having tough times and difficulties in coping with life, it has been 9 years since John Daly won a PGA tournament. After failing for 188 times, John Daly won the Buick Open on February 15th. The tears running down his face during the interview symbolized the sweat, anguish and heartache he has gone through. Yet, you would never have known it since he kept playing through it all and eventually reaching the high ground once again as a champion.

The reality is John Daly has been a champion all his life. His story continues to motivate us all and provide evidence of what it takes to succeed in life. It takes sheer determination and belief in yourself, even when others may have given up on you. It takes belief when you, yourself, are down and doubt whether or not you can do it. The only difference that separates the sales superstars and the non-performers is they don’t let their fears and doubts stop them. Oh, there is one other key thing that separates the top performers from all others, commitment and hard work.

Thank you John Daly, our Titan Profile of the month. You have exemplified the type of behavior Titans employ daily as part of the quest to succeed in life.

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Don Cameron
President
Guilford Technical Community College

Did you ever wonder how a small community college can grow in difficult economic times? Just ask Don Cameron, President of Guilford Technical Community College (GTCC) in North Carolina. Don has seen his share of tough times. The long gas lines in the early 70’s, the recessions of 1981/’82. 1991/’92 and the tough economic times of post 9/11.

In tough economic times like these, states normally cut budgets. In fact, when Don became President of GTCC, he had to revert a half million dollars back to the state. So how does a college continue to grow, raise more funds and provide its students with the services they need when there is no money?

Don Cameron claims you can do this if you carry out the following three principles: Keep a positive attitude, think outside of the box and look at ways you can be more efficient and effective.

Don wanted GTCC to be a place of higher education for students to learn and get jobs. Or, if they wish, to transfer to a 4 year school. But to do this, he needed the support of the community.

He turned to a colleague of mine, Nido Qubein. Together, they produced presidential seminars designed to provide ideas and skills to the leaders of industry in the community. These seminars helped GTCC gain awareness as a quality institution. They were able to raise additional funds including money, equipment and buildings. The results have been so staggering that GTCC has just embarked with confidence on a $6 Million Legacy Campaign.

These partnerships have allowed GTCC to flourish in times that have dealt serious blows to other institutions. This success story is so significant that even the Wall Street Journal found out about it and ran a front page story detailing the incredible journey of this small community college.

Thank you, Don Cameron, our Titan Profile of the month. You have shown us that circumstances by themselves cannot hold us down if we do not allow them to.

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