Everyone needs energy to fuel a desire to be productive. Then more energy to actually be productive. What fuels your productivity? Make a list of all the things that help to get you going. Motivate you to make things happen…
In the military you stand at attention because it shows respect and reflects self-discipline. Perhaps paying attention in sales shows the same thing. Respect: paying attention shows respect for many things, perhaps most importantly to the person in the conversation…
Some days, leadership is knowing you do know the path to the next mountain top – even if you’re not ready to climb it quite yet.
The reasons a prospect isn’t calling you back, customers choose another supplier, you’re ghosted after sending the proposal – are all about THEM, their organization, whatever is important in their world – at that moment. Yes, REALLY. STOP thinking it’s…
STOP telling your team to ask for last look!INSTEAD have them work to be the sole source. I was in a sales meeting where a manager was telling the team “make sure you ask for last look when you’re going…
Recently I was in a sales conversation where there were multiple people from two different companies brainstorming. I say brainstorming because it was a fantastic conversation where both groups shared ideas, asked insightful questions, and were engaged through-out. Which got…
As I was reading Think Again by Adam Grant my brain kept coming back to the idea of Camps of Though (page 169 in the hardcover version). The idea he presents is that one way to change a conversation is…