Members of the Human Race do not typically favor admitting weakness; on the contrary, people tend to be defensive, frequently are in denial—unaware of what remains dormant in the heart.

Peter, right before the crucifixion of Christ, was told by the Master that he soon would deny his Lord. Did Peter stop to consider what Jesus was communicating? Did the apostle say to himself, Jesus knows me better than I know myself—I’d better reflect upon His comments and take them seriously?

No! Instead he protested:

“Although all shall be offended, yet I will not.” Mark 14:29

In the book, The Desire of Ages, we read:

In the upper chamber (Peter) had declared, “I will lay down my life for Thy sake.” Jesus had warned him that he would, that very night, deny his Savior. Now Christ repeats the warning: “Verily I say unto thee, That this day, even in this night, before the cock crow twice, thou shalt deny Me thrice.” But Peter only “spake the more vehemently, If I should die with Thee, I will not deny Thee in anywise. Likewise also said they all.” Mark 14:29, 30, 31.

In their self-confidence they denied the repeated statement of Him who knew. They were unprepared for the test; when temptation should overtake them, they would understand their own weakness.

When Peter said he would follow his Lord to prison and to death, he meant it, every word of it; but he did not know himself. Hidden in his heart were elements of evil that circumstances would fan into life. Unless he was made conscious of his danger, these would prove his eternal ruin.

The Savior saw in him a self-love and assurance that would overbear even his love for Christ. Much of infirmity, of unmortified sin, carelessness of spirit, unsanctified temper, heedlessness in entering into temptation, had been revealed in his experience.

Christ’s solemn warning was a call to heart searching. Peter needed to distrust himself, and to have a deeper faith in Christ. Had he in humility received the warning, he would have appealed to the Shepherd of the flock to keep His sheep.

When on the Sea of Galilee he was about to sink, he cried, “Lord, save me.” Matt. 14:30. Then the hand of Christ was outstretched to grasp his hand. So now if he had cried to Jesus, Save me from myself, he would have been kept.

But Peter felt that he was distrusted, and he thought it cruel. He was already offended, and he became more persistent in his self-confidence. E. G. White: The Desire of Ages.

How often do we quickly dismiss the wise counsel of those who have insights beyond our current comprehension—even taking offense when they warn us of possible dangers that could befall us if we should continue on a particular course of action?

Do we accept constructive criticism with grace, or does pride drive us to foolishly double down on our flawed reasoning?

Bear in mind I’m not referencing situations where some individuals may try, in knee-jerk fashion, to discourage us from pursuing a dream or goal.

Rather, when someone of insight shares their wise counsel, we should simply search our hearts–reflect…and be mindful of our potential shortcomings, weaknesses, prejudices and proclivities that, left unchecked, may carelessly lead us down a precarious path. When uncertain, ask God for wisdom:

But if any of you lacks wisdom, let him ask of God, who gives to all generously and without reproach, and it will be given to him.  –James 1:5

Particularly in times of stress and trial, denial and defensiveness–resulting from pride and blindness relative to our own imperfect hearts, may have disastrous consequences. The worst case scenario–eternal ruin–at best…our denial will result in less fulfilling lives, as we refuse to grow and change for the better.

Search me, O God, and know my heart; Try me and know my anxious thoughts; And see if there be any hurtful way in me, And lead me in the everlasting way. -Psalm 139:23, 24



“Regardless of the changes in technology, the market for well-crafted messages will always have an audience.”— Steve Burnett, The Burnett Group

While technology continues to advance at a rapid rate, we must never forget the human factors that drive the many advances we continually witness in today’s changing landscape.

Technology is a tool for solving problems; people actually solve problems.

Within organizations, many challenges are rooted in a failure to communicate appropriately.

Advancing the Human Face of Technology

One of the strategies  Traininguru employs in its focus to accelerate revenue growth and profitability in businesses, is to build the behavioral competencies of the workforce.

IT professionals and other technically savvy associates tend to default on using technology as the primary dynamic for driving solutions.



John A. Fallone

Advancing the Human Face of Technology means building the behavioral competencies of the technical workforce, empowering them to communicate more effectively. – Traininguru

Developing effective communication skills, conflict resolution, negotiation skills, strategic thinking, creative problem solving and other leadership competencies enhances alignment between IT and the other business units.

Building better relationships between IT and its business partners facilitates the achievement of organizational objectives. There is a correlation between building the soft skills of Information Technology Professionals and greater value being derived by the enterprise.

For more information contact:

John A. Fallone
President, Biz Dev Consultant & CEO


Office:  1-203-274-6098
Mobile: 1-203-536-1093
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Patient Determination

June 21, 2011

“Patience and perseverance have a magical effect before which difficulties disappear and obstacles vanish.” — John Quincy Adams

Recently, within the Sales & Selling Innovators Network on LinkedIn, someone asked:

 How might a sales person  be persistent enough—-but not importunate nor bothersome at the same time?

The Right Follow-up Strategy:

There sometimes is a fine line between persistence and stalking. My rule of thumb is to err on the side of patient determination–by being creative, professional—-while always reminding myself regarding how I feel when pursued by someone following up, “touching base” or “checking in.”

When I’m a Prospective Buyer:

Striking the Proper Balance: There are times I express interest in a particular product or service, but for a number of reasons I may not be ready to buy when the sales person initially calls or emails me; however, a few weeks or months down the road when I AM ready–only the persistent sales professional will get my businessnot the one that gives up after calling or emailing me once or twice.

At the same time, the overly-pushy, aggressive hunter who shows no genuine interest in understanding my needs, or cannot fathom how my schedule or other factors might require me to wait, or whose clamorous, one-note pitch is excessive and burdensome, will not earn my business either. (If I start thinking that I’d prefer a root canal without any local anesthetic than hearing from you again–it’s over)!

Sending reminder emails coupled with interesting content–and a once every 2-3 week brief “checking in” phone message is OK.

Patient determination enables the sales professional to demonstrate he/she is neither a quitter, nor a predator. Try it–in my experience your career will have staying power–and over time you will close more sales than ever before.

America's Leading Biz Dev.. Consultant

John A. Fallone - Biz Dev. Consultant, CEO - Traininguru

Feel free to email me at, call me at 203-274-6098 or click CONTACT US for more information.

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"Our Biz Dev. Focus is YOUR Biz Dev."

The Power of Passion

June 17, 2011

“Nothing great in the world has ever been accomplished without passion.” – Hebbel

Passion, in the context of this post, may be defined as:

  • Strong affection for an object, idea or concept
  • The object of an intense desire, ardent affection
  • Profound, fervent enthusiasm

Are you passionate in your personal and business life?

Passion often translates into success.

It has been said:

“To be successful, you have to have your heart in your business, and your business in your heart.” – Thomas Watson, Sr.

Passion is associated with authenticity.

When someone is communicating with enthusiasm, they convey credibility—-demonstrating that they genuinely believe what they are saying.

Passion enhances the probability that a call to action will result in change.

Whether you are a sales professional, public speaker, minister delivering a sermon, politician or someone speaking with family and friends, communicating with passion will enable you to more easily reach into your audience’s heart—-fostering action.

The more intensely we feel about an idea or goal,  the more assuredly the idea, buried deep in our subconscious, will direct us along the path to its fulfillment. – Earl Nightingale

Goal fulfillment in a world of marketing, communication and sharing ideas is intimately connected with an inspiring  call to action that results in a desired change on the part of the audience.

Closing a sale, for example, involves several steps ultimately facilitating a key action on the part of the prospect—-signing the contact.

At the end of a passionate sermon, the minister will sometimes initiate an altar call  in which those who desire to make a new spiritual commitment to the LORD are invited to come forward publicly.

“Passion is the power that drives a call to action, resulting in change.” – Traininguru

If you genuinely believe your product, service, idea or message will bring value to your audience–communicating with passionate enthusiasm will dramatically impact your listeners,  increasing the likelihood that your appeals will result in the desired action.

Possessing and exhibiting genuine passion dramatically increases one’s ability to positively influence others.

Consider the Passion Principle next time you want to get your point across to facilitate change.

America's Leading Biz Dev. Consultant

John A. Fallone - America's Leading Biz Dev. Consultant

Speaking of change, if your business could actually benefit from one—-specifically increased sales, greater profits and lower costs, call me at 203-274-6098 for a FREE telephone consultation–or send an email to me at

Grow Revenues--Lower Costs

Grow Revenues--Lower Costs
Grow Revenues–Lower Costs

A topic that was recently featured in the Training & Development group forum on LinkedIn was “Believability” in Leadership.

One of the members of the group, who  had initiated the discussion, said:

I’m working on a model of leadership which includes ‘believability’. What does this mean to you if a person is believable. What do they say and do to make them believable?

Below* is my response:

Believability in Leadership:

Believability is aligned with credibility.  Leaders possess credibility or ‘believability’ not so much because of what they say–rather it is more about:

1), What they DO.
2). What they have DONE.
3). How they COMMUNICATE.

Armchair theorists do not necessarily possess, or project believability. Someone in the trenches–who gets RESULTS, is one who is believable. An individual who has an actual, consistent track record of accomplishments has credibility.

What is said is less important relative to being perceived as being “believable” than what is–or has been done/accomplished.

However, if what is said or communicated by the leader closely resonates with the experiences and aspirations of his/her listeners or followers, the worthiness of having belief in the leader  is  often reinforced .

If one “talks the talk” without “walking the walk,” believability–or actual credence,  is much less likely, though not impossible.

A notable exception would be an astute orator, actor, dynamic speaker or “con man” who says all the right things, simultaneously  exhibiting supportive body language, that reverberates within the hearts and minds of an audience or group of followers.

Charlatans and hypocrites have masqueraded as “believable” luminaries of one sort or another for centuries, often without any positive, tangible track record in alignment with their message–or authentic concern for the interests of their audience/followers.

In summary, the genuine Leader possessing credibility or believability is one who “has been there, done that.” An individual who happens to be an excellent communicator, who additionally possesses verifiable experience and accomplishments, is the most likely to be perceived as believable.

*Edited a few minutes after posting on LinkedIn with minor changes.

Some Additional Thoughts We must be vigilant regarding whom we trust as our leaders, particularly in the political area.  I do believe that Inspirational Leadership can be a very positive force for good in the business world, yielding  many positive, tangible results.

However, in the political spectrum, we must be especially careful when “leaders” tell us they want to initiate “fundamental transformations” in our society.

History reveals a plethora of tyrants and demagogues who, when they appeared on the scene, claimed they wanted to help the masses; many were effective in inspiring throngs and great multitudes, but their “transformational leadership” in reality solidified their own power, ultimately  leading to the bondage and slaughter of millions.

The same “credibility principles” apply when assessing a political leader: Take a look at What do they DO; what have they DONE; how they communicate.

Similarly, the fact that charlatans and hypocrites have masqueraded as “believable” luminaries of one sort or another for centuries should encourage us all to adequately scrutinize the backgrounds of those whom we elect or appoint in leadership roles, especially in the realm of government and politics.

There is no need for paranoia–nor bias, as we examine what our potential political leaders have said or done.

Due diligence minimizes risk and uncovers weaknesses that may not be apparent when staring at the outer veneer.  When we consider hiring someone for a job in sales, marketing or other business role, we check out their track record.

Especially during times of economic uncertainty, we should be most careful about whom we entrust with navigating the many challenges facing our country and the planet.  One way or the other, our selections will surely impact our lives–and the lives of our children and grandchildren.

America's Leading Biz Dev Consultant

John A. Fallone, Traininguru

John A. Fallone is a Biz Dev Consultant, marketing strategist, sales executive, turnaround specialist, training guru, motivational speaker, legendary sales manager, copywriter and Founder, President, & CEO of TRAININGURU.


John A. Fallone
President, Biz Dev Consultant & CEO

Office:   1-203-274-6098
Mobile: 1-203-536-1093

Give thanks to the LORD, call on His Name; make known among the nations what He has done.   Psalm 105:1

Despite the many challenges and difficulties we face as individuals; or in our families…our churches…as a nation–or in connection with the world as a whole; as long as we have the breath of life and consciousness, we have much for which to be thankful.

If we have food, clothing and a roof over our heads, we have bountiful blessings beyond the experience of many throughout this planet.

One of the greatest gifts we can impart to our children, spouses, friends, co-workers and church family is an attitude of gratitude.

Gratitude keeps our focus on blessings, strengthens us–and neutralizes negative thoughts; complaining weakens our faith, promoting envy and emotional instability.

A thankful heart is cultivated when we make a conscious effort to highlight the blessings we do have–and not fixating on what we do not have.

As many of us celebrate Thanksgiving,  may our focus, thoughts and prayers be on the multitude of blessings our Creator has bestowed upon us.

Finally, brethren, whatever is true, whatever is honorable, whatever is right, whatever is pure, whatever is lovely, whatever is of good repute, if there is any excellence and if anything worthy of praise, dwell on these things.

–Philippians 4:8

Have Blessings & Thanksgiving Every Day,

Training Guru

John A. Fallone - Biz Dev Consultant - Traininguru

Warm Regards,

John A. Fallone
President, Biz Dev Consultant & CEO

Office:    1-203-274-6098
Mobile: 1-203-536-1093
Revenue Growth Specialists for Little or No Cost

We should be thankful for all blessings, especially those disguised as obstacles, disappointments and annoyances; since The Almighty promises neither to test us, nor permit us to be subject to temptations that are beyond our ability to bear, challenges are God-sanctioned opportunities to build character, strength, courage and an array of competencies that will enhance our lives — and assist us in blessing others.John A. Fallone

When facing adversity, we are granted a unique opportunity to respond in a manner that stretches our “human resources,” as we grasp the unlimited Power of The One Who specializes in Impossible Solutions. John A. Fallone