When you lose a sale, whose fault is it? Is it the customer who doesn’t know what they want or need, the competition who gave the customer an offer they could not refuse, or the customer’s unwillingness to fire a long-time vendor? Or do you blame the lost sale on the most common explanation of … Continue reading How to Stop Fear from Causing You to Lose a Deal
Use your smartphone to increase sales —and I don’t just mean by dialing prospects. This two-minute video demonstrates an easy way to use your phone to do the selling for you and increase your IMPACT! As a Sales and Leadership expert, I assure you that the time you invest in using this tool will deliver big results.
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
A key executive for one of my clients passed away recently, and although I tried desperately, I could not make my travel arrangements work out properly to get to the funeral service. To make matters even worse, the morning of the funeral I realized I had forgotten to send flowers. I immediately called a florist, … Continue reading From Lost Trust to Lost Business—How to Avoid This Business Killer
It’s easy to spot a big idea because it’s usually followed by the thought that it will never happen. In The Science of Getting Rich, published in 1910 (find the free e-book online), Wallace Wattles examines what separates those who make it big from those who always seem to fall short of their goals. According … Continue reading Using the Big Idea to IMPACT! Your Markets
What are you avoiding today? Avoidance played a big part in my failure to write last week’s blog. You see, I was busy with client work, and there was the holiday weekend, and I had writer’s block… and yes, I am making excuses. Usually, I get motivated by the big idea, and when I don’t have a … Continue reading Avoidance—What Keeps You from Success?
This past Sunday the New York Yankees retired their remaining single digit number, which belonged to their former captain Derek Jeter who played with them for twenty seasons. For most of his career Jeter was consistently among the leaders in the American League in hits and runs scored, and he served as the Yankees’ team captain from … Continue reading Impact the World Like #2
If I were to ask about the biggest issue preventing you from IMPACTING your markets and closing more sales, most of you would say low-cost competitive pressures—and you would be wrong. The biggest issue that prevents us from IMPACTING our markets is actually…us! By us I do not just mean sales execs, but all of … Continue reading The #1 Obstacle Preventing You from IMPACTING Your Market
Last week I had the privilege to have Todd Davis, the founder and CEO of the publicly traded company LifeLock, speak at the Chief Revenue Officer (CRO) Mastermind dinner in Scottsdale. This is a group of CEOs from high-growth companies who get together with me three times a year for peer-to-peer mentoring and coaching on … Continue reading The Success Differentiator
If you want to make money, you can only do so much through your own efforts. As a sales and leadership expert, I often remind people that we are stronger together. You can make a lot more money when you build alliances, and this is something that all top producing sales executives do. There are two … Continue reading Supercharge Your Sales through Alliances