Do me a favor and think about a time where you felt you might be better served by being a little bit selfish. Maybe there was a hot lead that could’ve been better called on by another expert on your team. Or information you didn’t want to share because someone else might get the credit... Continue Reading →
Transformative Leadership: Enlarging Others for Sales Success
Do me a favor and spend a few seconds thinking about what the saying, “a rising tide lifts all boats” means to you. Does it make you think of the basis for economic growth? Or maybe does it suggest a situation of shared success? Possibly it highlights the value of working together to create collaborative... Continue Reading →
Fake It ‘Til You Make It: The Power of Your Mindset
Do me a favor and think about the last time you felt like you didn’t have it in you that day. For whatever reason, your body and mind were just not up to the task - maybe you didn’t sleep well, you got some bad news, or you’re just upset for no reason whatsoever. The... Continue Reading →
The Law of Connection
It’s no secret that people buy from people they like – buyers understand that long-term partnerships with their vendors will serve their needs better, and that means they’re committing to spend a good deal of time working with their salesperson. When long-term stability in a partnership is the goal, you’d better believe that it’s important... Continue Reading →
The Power of Positivity
Do me a favor and think of the last time that you were energized and motivated while talking with someone who had a horribly bad attitude. When they’ve turned every compliment, provocation, or story into a pessimistic vociferation, do you feel an ounce of desire to continue speaking with them? In my experience, this is... Continue Reading →
Leadership Lessons from Legendary Coach John Wooden
John Wooden, the legendary UCLA basketball coach, is widely regarded as one of the greatest coaches in the history of sports. He led the Bruins to unprecedented success, winning 10 NCAA national championships in a 12-year period, including seven consecutive titles from 1967 to 1973 – yes, you read that right, 7 in a row... Continue Reading →
The Law of Navigation
Do me a favor and think back to a coach, counselor, mentor, or teacher that had a lasting impact on your personal development. What was it about them and their advice on life that really resonated with you? For me, it was a hockey coach that I felt could quite literally see through the persona... Continue Reading →
Authenticity: Signs of a Genuine Salesperson
Do me a favor and think back to a time when you saw some lie through their teeth. Think about their body language, their tone of voice, and the words they chose to use. Chances are you didn’t notice anything different – the best liars know how to hide it well. Problem is, when you’re... Continue Reading →
Embracing Discernment to Unleash Your Sales Potential
Do me a favor think back to the most recent time you made a decision to quickly. How did you realize you could have analyzed the situation further? What caused you to rush to a conclusion in the first place? I make rash decisions all the time, so this new year I’m focused on learning... Continue Reading →
Guiding Prospects Through Change
It goes without selling, but the fundamental truth of sales is that change is the name of the game. As any father watching football on Sunday afternoon will tell you, change can be the enemy for most people. As a result, managing change can be a daunting task, especially for your prospects. Specifically for sales... Continue Reading →
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