Sales
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…
I love sports, and as a sales and leadership expert, I find there are a lot of lessons on the field that apply to sales. As a Yankees fan, one player in particular stands out to me, and it’s not Mickey Mantle —one of the Yankees’ most revered players of all time. I admit he had incredible raw power and skill, but because of his drinking and carousing, he didn’t use that raw talent to its full potential. I think Mickey Mantle probably only achieved 70 percent of what he could have in life. Not all of us are blessed with such raw talent, but we all have the potential to achieve greatness the way Don Mattingly did.
In 1988 before I launched my speaking and consulting business and become known as a sales and leadership expert, I was a regional manager for a computer company. In that capacity, I learned a critical lesson about sales that has served me—and my clients—ever since. In my region I was responsible for several distributors, and…
Recently I was attending a board meeting, and there was a sign in front of one of the serving dishes that said, “Scrambled Eggs: Contains Eggs.” As a sales and leadership expert, It served as a reminder to me that often when we’re seeking new opportunities in life and in business, we need to look…
The key to increasing sales and expanding influence is not so much what you say but the context in which you say it. As a sales and leadership expert, I have found that context unlocks doors.
There’s no way to succeed in sales without a mindset that expects that success! As a sales and leadership expert, I am always thinking about this mindset.
As a leader your job is to create the right environments that will motivate your team! In this video, you will see a powerful and unique example of how a major US Corporation is creating a motivated environment that is getting the most out of its employees.
Assumptions can have a profound effect on productivity, fun, fulfillment, and IMPACT. As a sales and leadership expert, I have found that this impact is a negative one that robs us of valuable time.
Sales managers must transform themselves into a manager versus continuing to act as the star salesperson attempting to close every sale! The job of a manager is to observe, coach, lead and inspire. As a sales and leadership expert, I have prepared this video on how you can achieve your goals as a highly successful manager. Watch this video to learn more
Everyone wants to make an IMPACT to dramatically increase their sales. By understanding and executing the elements involved in creating IMPACT, you can dramatically increase your sales in a short period of time! As a sales and leadership expert, I’ve created a formula that will show you how you can create IMPACT and dramatically increase your sales!
Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
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As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
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When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
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I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
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If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
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A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
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As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
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In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
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When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
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Does anything in life come easy for us? Yes and No. When we engage in activities aligned with our strengths and skills, they often come easily to us. On the other hand, tasks that we dislike or lack proficiency in can be challenging. However, that is not what I’m talking about here. Recently, I had…
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