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 […]
This is Your Job
Posted: 2/16/2015 1:53 pm “Desire is the key to motivation, but its determination and commitment to an unrelenting pursuit of your goal–a commitment to excellence–that will enable you to attain the success you seek.” – Mario Andretti Recently I started working with a new client. This client had been in business for approximately five years […]
The Greatest Salesman I Have Ever Known
Posted: 12/11/2014 2:25 pm “The greatness of a man is not in how much wealth he acquires, but in his integrity and his ability to affect those around him positively.”–Bob Marley I received the call from my brother Gary on Thursday, November 20, at approximately 3:00 p.m.: “Dad has cancer.” I quickly cancelled a client […]
Train Sales Managers to Be Great Coaches
“It’s not whether you get knocked down; it’s whether you get up.” – Vince Lombardi We all like to take the easy path, and sales managers are no different. That’s why they prefer working with the top performers on the sales team, the people who bring in the deals with little hand holding. Working with […]
I Will Give You Something to Cry About
“Life is 10 percent what you make it and 90 percent how you take it.” — Irving Berlin As one of the coaches of my 10-year-old son Cole’s baseball team, I usually find baseball exhilarating. But after a recent weekend tournament, I was wiped out from dealing with the number of emotions these fifth-grade kids […]
Flaws Are Perfect
“Never forget the meaning of life is to live it.” — Joey Reiman A couple of years ago, my wife and I made a significant investment to upgrade our home. We decided our home needed granite countertops in the kitchen and Brazilian cherry hardwood floors throughout to give it the finishing touch. We didn’t mind […]
Suffering From Information Overload?
Recently I met with the global head of sales effectiveness for well known Fortune 500 Company. During the meeting I proudly presented my book, Reignite – How to Rekindle Your Passion for Selling. Because this company was rolling out a new sales methodology, I felt my book would be relevant to helping the organization make it […]
Why Does the Head of Training Never Lose Their Job When Sales Results Are Missed?
“Accountability is good for everyone” Carl Toliver What is the longevity of a sales leader these days? There are numerous sources available, but most estimate the average tenure continues to decline and is now approximately 19 months. That isn’t a lot of time for a sales leader to assess their team, diagnose needed changes, establish […]
Become Calloused in 2014
“But he’d learned long ago that a life lived without risks pretty much wasn’t worth living. Life rewarded courage, even when that first step was taken neck-deep in fear.” ― Tamera Alexander, Within My Heart In my book Reignite: How to Rekindle Your Passion for Selling, I introduced readers to an individual from my youth […]
We Are All Worm Food
I love the old joke from comedian Steve Martin, and I paraphrase, “I was really bummed out when I found out that death thing also applied to me”. When I look in the mirror, I see evidence every day how fast life is moving. Although my daughter Tess suggested some hair coloring, I am embracing […]