Leadership is a tricky subject. There are so many attributes, beliefs, and behaviors that make up a good leader that it’s impossible to come up with a single defining characteristic. And the same could be said for mistakes that would-be leaders make. Right now, one big ...
Earlier this year I made a sales call on a prospective client. When he greeted me at the door, he was being led by his ...
If you haven’t changed your mind about anything significant, you aren’t learning, and you aren’t growing. The more you are ...
Your dwelling is the place where you live. Hustlers dwell in their future. Non-hustlers dwell in their past.
If you want to be productive, you have to crowd out the things that are less important by investing time in your priorities. ...
When you lift weights, the last rep is often the rep that causes you to fail. You’re not strong enough to push the weight ...
Waiting for someone else to create your opportunities for you. A lack of prospecting usually proves fatal when it comes to ...
A prospective client wanted to see the content from a workshop I proposed before he’d consider it. But I had a problem ...
A firewall is a barrier between walls to prevent the spread of fire throughout a building, should one occur. As it pertains ...
You absolutely have to attempt to resolve your prospective client’s concerns that cause them to refuse to meet with you when ...
Hustlers don’t dabble. They aren’t tinkerers. Whatever their hustle, they’re all in. They learn what they need to know so ...
Producing consistent results in sales is difficult. Opportunities can die due to reasons beyond your control. You can lose ...
Selling well has never been easy. And it isn’t getting any easier. To succeed, you need to arm your team with the necessary ...
“We need to make a profit.”
Yesterday, I did a keynote speech with Jeb Blount. A keynote is normally one person speaking, but the client asked us to ...
One of my clients hired me to speak to their clients. They needed another speaker, and I recommended my friend, Jeb Blount. ...
Are you getting things done? More importantly, are you getting the right things done?
A salesperson who doesn’t believe that she is the best salesperson is better than the salesperson who believes that he is.
There aren’t many things that will improve your results as quickly and as certainly as will coaching. I’ve noticed three ...
File this under “tough love.”
Listening is about more than hearing the words being said. It’s also about more than body language. It’s not only about what ...
