Over the years, I've learned to be a number geek of sorts. No, I wasn't the one who loved math in high school. In fact, I forced my way through Algebra I because it was a requirement to graduate. In college, I believe the only reason I received a C- in Statistics is because the … Continue reading The Numbers Don’t Lie – They May Mislead, Though
Tomorrow night, my youngest of five graduates from Norman High School. At 18 and impressed with his own presence, there was a time I didn't think he'd make it. And yet, here he is. While I won't go into the whole backstory, I will simply share that two years ago he faced his demons . … Continue reading Making It In Spite Of It All
If one question, asked consistently, could change the direction of your sales force or even your own personal sales efforts, would you take advantage of it? Would you use it?In Dan Sullivan's latest book, The Dan Sullivan Question: Ask It and Transform Anyone's Future, he introduces the reader to a very powerful question that will truly … Continue reading Book Review: The Dan Sullivan Question
It's confession time for sales managers everywhere.When your reps are struggling or, better yet, when the team is short of your goal for the month, do you step into the closest phone booth, strip off your suit, and fly in to rescue the damsel or dude in distress?Every time you step in and take over … Continue reading What Kind of Sales Leader are You?
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I've raised five teenagers and I'm working on the final two. No, I'm not Catholic; just a busy Baptist. But I've heard this all to often when correcting one of my many children, "What about (name)?" "They do it also!" In other words, if someone else does it -- if the average kid does it … Continue reading Are you settling for average?
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I'm re-reading, for probably the 4th time, Frank Pacetta's book, Stop Whining - Start Winning. In it, he has list of leadership fundamentals that every leader should engage in. The list includes: Take Action Now Cut down barriers between your customers and your company Create a vision for your team Find your top performers now and … Continue reading Would You Pass the Leadership Test?
3 Steps to Stop Being Busy and Start Being Productive This is a great article from Entrepreneur Magazine. If you are feeling busier (and who among us isn't?) and more stressed about what needs to get done, I recommend you check out this article. Here's a teaser... Often you get to the end of the … Continue reading 3 Steps to Stop Being Busy and Start Being Productive
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The competitive nature of the marketplace, combined with the more intelligent, well-informed buyer, requires that your organization become known for the value you provide and not just your product or service. In short you need to become known as the industry thought leader for your marketplace. What is a thought leader? Wikipedia's definition says it … Continue reading Become a Thought Leader
Achieving your business plan is nice, but is that what you really want? At best, an attitude like that is mediocre and leads to mediocre results. And in the end mediocrity fails. On the other hand, leading your team or business into unchartered waters of dominant sales performance requires a new level of leadership. It … Continue reading Leading Dominant Growth
