Sales shortcuts fail you in the long run
Taking a shortcut is a solution to being in a rush. But how many times have you chosen to take “the back
December 2, 2020
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Defeat the internal adversary in your organization
My last post provided clarity about the difference between “adversity” and “adversary”. Now, I want to dig into how to defeat the
November 23, 2020
The big difference between adversity and adversary.
You face challenges every day. Some are tougher than others. But before you tackle them head on, be clear about who and
November 20, 2020
The value of following a great sales process
You follow a recipe for cooking. You read the instructions (usually) to assemble something. So why is it that so many new
November 13, 2020
Life is by choice, not chance.
I’m writing this as the political campaign season comes to a close. We’ve all been asked to make a choice. Those who
November 6, 2020
What if you invest in training a salesperson and they leave?
A builder once asked me, “What if I invest in training a salesperson and they leave?” I looked at him and replied,
October 28, 2020
Stargazing—How to look at your sales stars, and those who could be
When I see sales managers put their time attempting to boost their under-performers, I have to redirect their focus. Why invest in
October 21, 2020
Forget “To Do”. Make a “To Don’t Do” list.
There are two types of people in this world: The List Maker and the List Hater. There’s no sense talking to the
October 14, 2020
If you haven’t yet set 2021 goals, switch your focus…now!
We just stepped into the fourth quarter of a year that many people just want to end. 2020 will always be memorable.
October 7, 2020
Success in sales comes from success in leadership
This current housing market is like nothing most sales professionals have ever experienced. But while your team is out taking sales (see
September 30, 2020
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