Lost and Found
Posted: 06/05/2017 ““I lost my position on the basketball team due to a poor attitude. I found that sitting on the bench didn’t make it any better. Controlling our own attitudes is a choice. Attempting to change the attitudes of others is a project.”—John A. Jensen A few years back, I ran into […]
I Have A Seasoned Sales Team
Posted: 01/31/2017 7:08 am “To aim is not enough; you must hit.”—German Proverb “I have a seasoned team.” I’ve heard this numerous times, especially when companies do not want to invest dollars in training their team. These same organizations tend to have high attrition rates because many times they have a sink-or-swim mentality. Remember, there […]
Is Top Performance Effort or Skill?
Posted: 10/26/2016 2:08 pm “The harder I work, the luckier I get.” — Golfer Gary Player Recently, a sales executive was excited about a just-released white paper on a new sales model for sales representatives. As he walked me through the model, I thought about all that has been written about sales technique or different […]
I Love Selling to the Executive-Level—Not!
Posted: 9/19/2016 3:48 pm How many books are there on selling to the Executive-Level/Economic Buyer? One would assume that with so many books written on the topic, this should be happening all the time. However, few salespeople still are able to elevate their contact level to the economic decision maker. First of all, what are […]
Shut Up and Listen
Posted: 8/16/2016 9:12 am “I remind myself every morning: Nothing I say this day will teach me anything. So if I’m going to learn, I must do it by listening.” – Larry King I have been training salespeople for more than 20 plus years. One of the most fundamental, basic skills taught by every single […]
“Oh, I Lied”
Posted: 5/26/2016 3:18 pm “I’m not upset that you lied to me; I’m upset that from now on I can’t believe you.” – Friedrich Nietzsche Recently I had two experiences that will leave a lasting impression. They speak to both human nature and business ethics. Last summer my family moved from Minneapolis to Dallas, an […]
Are You Sleepwalking Through Life?
Posted: 3/9/2016 6:41 am “If you start the day reading the obituaries, you live your day a little differently.” – David Levithan At least once a year for the past 10 years, I have had either coffee or lunch with my friend Chris Hoffman. Chris was the CMO of a private equity firm, and his […]
Have You Created an Opt-In Culture?
Posted: 1/19/2016 11:49 am “If I don’t treat every performance as if it will be my farewell appearance, there’s a good chance it may be.” – Eddie Albert I work with a wide range of companies and get to experience a wide range of sales cultures. Some cultures, I am confident I would flourish in, […]
You Can Determine What You Value by Where You Spend Your Time
Posted: 11/24/2015 7:15 am “ Knowing you need to make a change isn’t enough. You’ve got to find the guts to do it.” – Robert Kiyosaki Poor sales management is at epidemic proportions in today’s business environment. Sales reps don’t quit a company; they quit the manager. Recently, I had been prepping for a sales […]
What Does ‘Good’ Look Like?
Posted: 10/6/2015 7:00 am “Perfection is not attainable, but if we chase perfection, we can catch excellence.” – Vince Lombardi Remember the funny Volkswagen commercial of the little boy awkwardly throwing the ball and the dad continuing to chase after the wildly thrown ball while encouraging his son? And then the camera pans back to […]