Parts of the Southwestern United States are very dry, very arid regions. In the past, the Native American tribes that lived there needed the rain to survive. When the rain didn’t come, the Native American tribes would do what is called rainmaking or, a rain dance.
The vignette that follows is true. Only the names of been changed to protect the guilty.
You don’t want no pain; you want to know pain. Most of the reason people don’t produce the results they want is because they ...
A win-win agreement presupposes that it is possible for you and your client to come to agreement in which both of you are ...
Dr. Bob Wright has spent most of his life studying what it takes for human beings to transform themselves. I ask Bob about ...
A business owner sells a product. A new salesperson shows up and teaches the business owner that by changing some of the ...
The first level of leadership is managing. As a manager, you provide your people with answers. You create dependents. When ...
You win a new client when you create new value for them. You help them solve some existing problem, creating more value ...
No one wants a PowerPoint presentation. No one wants to watch or listen to you speak to 100 slides in your slide deck. No ...
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, ...
You know how you are sometimes driving down the road and you run a little bit off course? Rumble strips are those lines ...
A few weeks ago I gave the opening keynote at the Ohio Growth Summit. Michael Bowers, the program director of the Small ...
The status quo is a warm bath; it’s soothing and comfortable. Change is a cold shower; it’s surprising, shocking, and ...
The hungrier you get, the more willing you are to eat something that isn’t really good for you. If you’re starving, all of ...
The cavalry isn’t coming to save you. You are going to have to take care of yourself. Go back and read this post.
Whenever we find ourselves in a competitive sales situation, it never fails that we find ourselves competing on price. Our ...
You’re on your own. The cavalry isn’t coming. No one is going to save you. Instead, you are going to have to save yourself.
There’s an old joke that goes like this.
We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things ...
Bad Salesman: We have an A-rating on Angie’s List and the Better Business Bureau. We are members of the National Association ...
