As I was reading part 2 of Colleen Stanley’s new book EI for Sales Leadership I was struck by the similarity of many points to a #LYNNSIGHT “Don’t ever spend more time, energy, or effort on someone’s success than they…
When people say “mustering” enthusiasm, they make it sound like going to war. I like to say “mastering” enthusiasm because a little practice can make it something that is genuine and easy to unlock. Do you “muster” up your enthusiasm…
“windfall” “bluebird” “lucky break” “timing” Are really defined as what other people call the result of doing all the right things, consistently. That deal didn’t fall into your lap! your prospecting efforts mean you did call at the right time…
Accountability= being held responsible for doing what you said you would do. One of my favorite quotes about management is “inspect what you expect.” Often I find that people in management and leadership positions think of that quote as being…
I have a crazy belief (ok more than one but this one ALWAYS shocks people). Money IS NOT THE GOAL OF SALES, it’s how salespeople keep score. Part 1: keeping score In sales, people want to know how they are…
Last week I received a note from an Inside Sales Leader “I need the names of at least 2 books that would help a novice sales rep. Of all those that you’ve read, which would you recommend?” The first book…
I’m still trying to figure out how to be like Steve Jobs and “go invent tomorrow rather than worrying about what happened yesterday.” How about you? My strategy involves setting 3 micro goals for every day. is 100% in my…