You Have to be Present to Win
Many of us have heard this advice before. Why do I like it so much? I like it because it means you don’t always have to be the smartest or the most skilled to win. As Woody Allen once said … Continue reading
The 12 Most Surprising Things I’ve Learned from 10 Years of Sales Training: Part Two
Carrying on from my post of last week, I have learned a lot of things throughout my years as a trainer. As technology advanced along, these surprises continued. 6. Many people hoped that the internet and email would fix their … Continue reading
The 12 Most Surprising Things I’ve Learned from 10 Years of Sales Training: Part One
Over the last 10 years, I have trained and coached many hundreds of sales people – here are some of the surprising things I’ve learned: 1. We all sell but …! Its clichéd to say “We all sell ” – … Continue reading
Adversity – The 8 Lessons to Help You Become Stronger in Sales
With some surprising insight from DR Seuss! Selling is one of the hardest professions out there and the life of a salesman is full of disappointments. 90 % rejection is probably the norm when looking to close new business. Studies … Continue reading
Who owns the chandeliers? – A lesson in Leadership
An engagement I had with a client recently came to an abrupt end… The owner of this business had asked me to be forthright in telling him if I thought he was a part of some of the company’s problems. … Continue reading
7 Lessons Learned – Running a Major Fund Raiser or Event
Having spent 15 years as a CEO in the music industry – I was not a stranger to running events. This was different however – working with a group of volunteers as opposed to employees. Background to the Event The … Continue reading
Investing in Sales Training Series #2: When NOT to Invest in Sales Training
Here’s a quick list of 6 things that might suggest you should not invest in sales training Do you have the right people worth investing in? Do they have what it takes to be successful in in the first place? … Continue reading
Investing in Sales Training Blog Series #1: Should You Invest in Training?
“The Death of the Salesman – has been greatly exaggerated”, this is what Economist blog Schumpeter said in the Oct 14, 2011 issue. The blog pointed-out that contrary to all the negative predictions that the dot.com boom would make sales … Continue reading
Stay Sane, Keep Motivated
“Shit Happens!” so what’s your “sanity fix” for keeping motivated – with some advice from Winston Churchill and Mohamed Ali. Lets be frank – it’s not possible to always keep motivated – and as that famous poster with the steam … Continue reading
Is Your Business Strategy As Focused As It Needs To Be?
The essence of Business Strategy is all about differentiation. In simple English, our business strategy should answer the question “so what makes you different from your competition?” Once you have your business strategy figured-out your, success in executing your strategy … Continue reading