What does your pipeline look like? What percentage of your pipeline does your biggest account represent? A few years ago I was in Sao Paulo, Brazil, doing a keynote on negotiations. During the break, a CEO of a small company that produces automobile parts approached me and complained about the purchasing agent of a major automobile … Continue reading A Win-Win: How to Eliminate Pressure and Increase Impact!
This past Saturday I cheated! I fell off my no carbohydrate diet with a trip to the bagel store. I ordered and then proceeded to one of the two cash registers to pay for my order. The first register was directly ahead of me, but customers were waiting there; the second was around a corner, and it had no … Continue reading Mining for Gold: Use Your Existing Customers to Impact! Your Prospects
A while back I had the honor of being the emcee of a two-day team-building program featuring two NFL legends, one of which was Joe Gibbs, former head coach of the Washington Redskins. In interviewing Coach Gibbs, I asked him if past behavior was a predictor of future behavior. His answer was a resounding yes! When I … Continue reading You Can’t Impact! Others Without Trust
Some people think the big idea will always remain unattainable—and for those people, it will. But as a Sales and Leadership expert, I promise you that big ideas are meant for implementation. Here are five tips for creating your own big idea to Impact! your markets and achieve exponential results: Create a Vision—Before calling on … Continue reading Five Tips for ImpactING Your Market with a Big Idea
What do you think fueled Progressive’s growth from $3.4 Billion in 1996 to over $6.1 Billion last year? Answer: Technology. Imagine you just had a car accident (hopefully you won’t, but go along with me on this one) and before the police and tow trucks reach the scene, your Progressive claims adjuster shows up, counsels … Continue reading Peter Lewis- CEO of Progressive Insurance