I met Marissa last month at an event I was asked to speak at. She was 27 years old and, while attractive, she didn’t turn heads when she walked in the room. And, she was assertive, but in a serene, comfortable way. As high achievers usually do, she approached me after my speech and wanted […]
Charles Poliquin is a weight-lifting coach. He’s the guy your trainer looks to for advice on proper technique, cadences and exercises. He was on Tim Ferriss’s podcast (Click Here To Listen) last week and he said something I thought was fascinating. Simple, but fascinating. He said if you really want to increase your strength, you must […]
I am blessed to be able to interview top-notched authors and experts in the area of leadership as we launch The Sales Leadership Academy. I spoke to a veteran of leadership coaching, Steve Shallenberger, last week. Steve has worked with Fortune 100 companies for the last 30 years and has a great pulse on the […]
How tedious has it been in the last 20 years to try to keep up with all of the leadership theories and maxims put forth by experts? Leaves us all kind of confused, doesn’t it? Alan Cutler has done an excellent job of sifting through all of the theories and get to what works. In […]
In the lead up to the launch of The Sales Leadership Academy, I have the luxury of interviewing experts in the field of motivation, most specifically, “sales team motivation.” As in, “What role does the leader play in the inspiration and motivation of their teams?” It’s really easy to say (and I’ve said it, too), […]
As part of my sales training for my clients, we hold monthly telephone calls with small groups of sales people. On those calls, we talk about deals they struggle with, opportunities they see and tactics on how to land those prospects. On a recent call, I was asked about goal setting. Specifically, “How much time […]
One of my favorite books of all time was a 60-pager written by Stuart Wilde called, “Life Was Never Meant to be a Struggle.” In this book, he addresses how life demands effort, but not struggle. As he defines it, “struggle is effort, laced with negative emotion.” In sales, we struggle a lot, don’t we? […]
Last week, I got called by a CPA firm who wanted training for their people. This you must know: CPAs are not very good at selling. It’s not that they don’t have the expertise. That’s not it at all. It’s that selling spooks them. It’s not in their comfort zone. So, when I get a […]
Lots have been written, some tediously so, about Sales Process and Sales Methodology. It will make your eyes glaze over. So in this article, I want to clarify what each of these is (in my opinion) and also share a third, more important area of growth for sales driven companies: Sales Philosophy. Just for clarity, […]