Playing from a Position of Strength
Some early advice from a trusted mentor was to “always play from a position of strength!” How fortunate I am to have been gifted with such wisdom early in my…
When you don’t know what you don’t know
We’ve all been there before. The start line. The newbie. Kindergarten. The new hire. It can be overwhelming and at times downright scary. Not sure what to do or even…
What’s The Plan?
Earlier this week on the Streets Talk call, Curtiss Weinstein, Chief Sales Officer for SafeStreets USA, made the observation “new people focus on the basics so that they do things…
Shepherds and Sheepdogs
I’ve been accused of being a micromanager. I own up to it. My natural leadership style is to organize, delegate, and follow-up with encouragement. As a leader I am willing…
A Need to Know Everything in Advance
Leaving the hospital the day after our daughter was born is a memory I will never forget. I remember thinking how is it possible that a hospital would release a…
What is Your Edge?
The top ranked organizations and individuals all have something referred to as their “edge”. It’s that special something that sets them apart and makes them the best in the world…
Are Your Goals Big Enough?
Everyone knows the importance of setting goals. It’s interesting how few people really have specific, measurable, written goals. One of the reasons for that has to do with their prior…
How to Keep It Fresh
Most occupations have repetitive aspects that over time can lead to complacency and even boredom. Sales positions are no exception. The sales funnel is built on the idea of executing…
Accepting Personal Responsibility
One of the characteristics of high-achieving individuals is their commitment to accept personal responsibility for everything that happens to them. They refuse to be victims of circumstances and other people.…
3 Things to Know About Success
When I hear individuals use the word “success” it normally refers to an achievement or level of accomplishment bestowed upon another individual or organization. It describes someone or something that…
Your Value is Based on the Size of the Problems You Solve
I recently found a book titled Winning the War in Your Mind by author Craig Groeschel. I highly recommend this book, particularly to those in sales and leadership positions. Craig…
Getting Referrals is a Symptom Not a Tactic
Traditional sales training encourages salespeople to ask if they want to receive. We are taught that if we are to close the sale, we need to ask the prospect to…