Are you the bull or the cow?

There’s an old analogy I love that perfectly applies to sales.

When a storm rolls across the plains, cows instinctually run away from it. They think they’re escaping—but since the storm is moving in the same direction, they end up stuck in it longer, exhausted and drenched.

Bulls, on the other hand, run directly into the storm. It might feel counterintuitive, but by charging through, they spend less time in the rain and get back to calm skies faster.

Sales storms show up every day:

• That phone call you’re putting off.
  
• The networking event you’re “too busy” for.
  
• The moment you need to ask for the sale, but you hesitate.

And trust me—I get it. Even after 25+ years in sales, I still catch myself wanting to play the cow and run from the hard stuff. But here’s what I do instead: I get real with myself about what I’m most afraid of, put it at the very top of my list, and tackle it first—while my energy is high and my courage is strongest. Every time, I find that it’s never as bad as my mind made it out to be.

When we procrastinate, we’re acting like the cow—running from the discomfort, only to stay in it longer. The thought of the task lingers over us, draining energy and confidence.

But when we take action—send the email, make the call, step into the room—we realize the fastest way through is straight ahead.

This week, I challenge you:

🌩 Identify the storm you’ve been avoiding.
🐂 Take the bull’s approach—run straight into it.

Because the sooner you act, the sooner you’re on the other side, standing in the sunshine.

Be the bull. Be bold. Be unstoppable. The storm isn’t stronger than you—it’s just waiting for you to decide you’re ready to move through it.

P.S. I’d love to hear what storm you’re ready to run through this week. Hit reply and tell me—I read every message.