I think I’ve figured it out, all we have to do is stop thinking to make our lives easier. Don’t you see, if we stopped questioning – stopped trying to get better – stopped thinking; all the pressure would be…

Leadership is an interesting concept. It is almost easier to talk about what it’s not than to define what it is. It’s not positional powerOr being a tyrantAnd certainly isn’t micro-managing tasks  Merriam Webster gives one Leadership definition as “the…

It KEEPS HAPPENING *sigh* – another salesperson talking with me about the “bluebird” deal that just happened to magically come in. I can’t tell you how much this frustrates me! When you win it is because you built the bird…

Eleven Ideas that grow front-line revenues (in no particular order): Decide what ‘revenue growth’ you’re looking for! Create your ideal customer profile THEN develop a way you will ‘hear’ those characteristics when you’re on the phone with them. Write a recommendation for…

Before you begin smiling & dialing your way through March – it is time to take a step back! Ideal Customer Profile Ideal & Minimum criteria are NOT the same thing, but time after time when I work with salespeople…

I recently had to confront… myself. I will not get into specifics – there is something I’m not doing and I know how important it is to my success. Yet there it is NOT being done. Plus, when I get…