Content included this time: Why Are You Apologizing?

Published on July 9, 2019 by

I opened up an email yesterday from a salesperson trying to reach me and he began with, "I apologize if I'm bothering you..."

My first thought was, why are you apologizing for doing your job?

And, why apologize if you think you can help me in some way?

There's a ...

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Warren Buffett Is an Idiot And We Can Learn a Lot From Him

Published on May 5, 2019 by

You might be thinking I'm the idiot for saying Warren Buffett is an idiot. Fair enough.

But I'm only repeating what Mr. Buffett said about himself.

Just recently, his investment company invested in Amazon and here's what Mr. Buffet said:

  • "I’ve been an idiot for not buying (2019)
  • In 2018 Buffett ...
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Changing Human Behavior, Yours or Someone Else’s

Published on September 24, 2018 by

If you're human, there's been a time when you've tried to change something about yourself or your team at work or in your family  and you've failed.

Welcome to the club!

If you're a leader or manager, you can remember a time (or many times!) you wanted to pull your hair ...

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Is This Why Salespeople (Or Anyone Else) Fail to Take Responsibility For Their Lack of Sales?

Published on September 12, 2018 by

I’ll never forget the morning I was in an emergency meeting called by the regional sales manager for the very large and well-known company I was selling for many years ago. I drove to the meeting in a company car that was a part of my compensation package. I loved ...

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Advice is Worthless But This Is Priceless

Published on August 28, 2018 by

Former Naval Admiral William H. McRaven, ninth commander of U.S.Special Operations had a video that went viral of his commencement address, "Make Your Bed, Change the World."

He begins by saying "If you make your bed the first thing in the morning you will have accomplished the first task of ...

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The Number One Reason We Haven’t (Yet) Fixed Our “Lack of Sales” Problem

Published on August 26, 2018 by

For the most part, salespeople know what to do to increase their sales.

They know to prospect more, listen more than they talk, ask for the sale, gain commitment along the way, sell on value and not price, and so on. They KNOW these things.

They just don’t DO these ...

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Three Ways Change Can Be Easier and Faster

Published on August 14, 2018 by

What's the number one thing we hear most about change? Here it is: "People hate change."

Yet, everywhere we turn people talk about how they want things to change.

Sales leaders want more sales. Managers want their teams to pick up the pace and do better work.

We want our ...

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