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Lessons in Leadership – Don’t get arrested for killing your boss / employees

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At every company there are always Lessons in Leadership – Don’t get arrested for killing your boss / employees. The first thing clients they tell me is the problems going on in their company. They immediately tell me frustrations around poor sales results. When you see the emotions associated with these frustrations, you can see, at times they want to just kill their people. They’re angry due to a lack of results and / or a lack of respect. Unfortunately, when speaking to their employees, there too you can see the very same anger and frustration as well as fear. Showing anger is not an effective way to get your people to produce and do more, let alone see your vision, if you have one.

All the employee sees is a very angry boss who is clearly pissed off. No one wants to piss off the Boss. In fact, unbeknownst to you, your employees will go to great lengths to avoid you and circumstances where they could piss you off. It’s kind of like when you burned your hand on the stove as a child. You learned very quickly that if touch something that is very hot this means pain. We want to avoid the pain and now as an adult you don’t even have to think about it. In a split second you learn that similar lesson. If you are getting angry at your people, you are possibly teaching them a lesson is pain that they will avoid at all costs. What lessons are you unintentionally teaching your people when you’re angry?

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Lessons in Leadership – The Key to Unlimited Business Growth

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Lessons in Leadership – The Key to Unlimited Business Growth

Unlocking your company’s true sales potential has a direct relationship to identifying the inhibiting factors to success. Inevitably this always leads me toward the subject of leadership. So much so, that I was inspired and compelled to write a series on leadership. In this series I identify those factors that senior leaders can do daily. I help leaders become effective leaders than bosses, leading your people and companies to great success!

When inspiration hit me on this fascinating subject – I sat down wrote down every possible factor or lesson in leadership that I’ve learned over the last 27 years. I came up with a staggering 175 factors or things that all of us should be thinking about and make use of.

Lessons in leadership is the secret sauce and mojo factor that every leader must know and demonstrate to unlock unlimited sales growth. I can craft strategies, marketing programs, sales tools, business plans, metrics and train your people. However, when it comes to when it comes to leadership, it’s all up to you. You have to change your day, what you focus on and where you spend time. If you focus on what makes you frustrated, instead of what you desire you will manifest more of what you don’t want. I have seen this so many times. If you take even 10 minutes a day to wrap your head around this notion and take action, your company will grow more than you could ever imagine.

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If you think hiring a professional is expensive, try hiring an amateur!

 

Risk Management

If you think hiring a professional is expensive, try hiring an amateur!  You may have seen or heard this quote. A close friend and colleague sent this to me recently, and I really laughed when I read it, because it is SO TRUE!  The focus of this latest blog installment is to point out the cost of amateur vs. professional talent, and that you may have some amateur talent in your very own backyard to ponder. Something that is costing you Growth, far more than you may realize.

The cost of poor work by people who claim to be professionals, is extreme and almost too large to calculate. Just take a moment and imagine the sales you don’t get because your salespeople mess up opportunities. That statement alone might not seem like a BIG PROBLEM. However, if you really take a close look at all of the possible ways amateur sales people mess up, its staggering!

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Do you know what you don’t know?

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This time of year is a great time to reflect on what we have learned and accomplished, as well as where & how we can improve. This thoughtful strategy determines what is next in life and in business, whether we like it or not. Hopefully we learn from the past to better prepare for the future. Like many businesses you have formulated plans for the new year and reviewed how the previous year shook out – financials, sales & business plans, initiatives and many other things.

What am I thinking about this time of year? I am always seeking better ways to know what I don’t know, and being more open to change. If I know what I don’t know, I can create better business plans and strategies to find out the things I don’t know. Do I know what I don’t know? Do I have ways of finding out, what I don’t know? Inevitably the things we don’t know, cause surprises that reverse progress. The way I tackle this is through the willingness to try new things, force myself to look at the world differently and being open to change. Why? Because the only thing we know for sure in our world, is change!

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Open Season on the Competition

Open Season - Competition

Open Season on the Competition

Is there a Science to Salesmanship? I think so. I have spent the last 27 years studying it. I love the topic of competition, because it helps me reinforce many things that I learned over the years. Some of these lessons inevitably come to us the hard way. However, today I approach things differently and know that my competition is always beatable. My hope in this article is to share some insights and strategies that work for me, and help you and your company beat the competition more effectively no matter what!

Mindset

To be unbeatable you have to project a force of professional confidence and invincibility. You must believe that you’re invincible 100% of the time. I have done this for so long, that I know in my heart that I am unbeatable. There is no question in my mind that I am the best at what I do. Furthermore it’s part of the professional image I want to project every day. Every time the competition comes lurking in my neck of the woods – good luck to him / her as they will never figure me out or see me coming. So how do I do this?

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The Best Way to Improve Sales or Ticking Time Bomb?

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The Best Way to Improve Sales or Ticking Time Bomb?

The approach to improve sales is an endless list of efforts in many areas. To improve sales you could search for… new market segments, more robust prospect lists in existing segments, higher level influencers in each target prospect (CEO, VP Operations etc), more networking opportunities, partnerships in distribution and other channel partners with common goals to tag team with. There are industry / trade shows to attend, continuous marketing efforts and tools to better arm your sales team. There are CRM platforms that can tell you how well your people are communicating and penetrating customers / prospects.

All of these and countless other activities are worthy approaches to building and tracking sales progress. In fact the more you do these activities and track their use, the more likely you will yield more sales. However, at the end of the day, there is no exact formula like (1+1=2) to project sales from all of these efforts. I am a true believer in the synergy of multiple approaches. Yet, if a company is truly seeking better results or Greater Sales Growth from the same kind of activities, I strongly suggest you take a look at your talent pipeline and see what they are truly capable of. If you have a team or team members that cannot execute well, then all of these activities become wasted resources. Put another way, seeking a different result from the same kinds of activity some call insanity.

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Making the business world a better place!

Making the Business World a better place.  In this first installment, I want to honor all of the many people who taught me many, MANY things. Whether it was life and business lessons or the art of building lasting relationships, I learned from the best of the best. An assortment of great people… peers, bosses, senior executives, mentors, and of course my many great customers. As I look back on the past 25 years I cannot help but smile and be grateful for so many wonderful people I met along the way. In some way

The one common theme I learned from all of these people was this simple notion – The professionalism of sales in our world today has and always will be the gold standard by which our profession must live by. As a personal mission and ambassador of the best sales practices and principles I consider myself a true disciple of this honorable craft. Doing the right thing, making a difference in our world and the lives of others has always meant more to me than money. I love business for many reasons, but these principals drive me everyday. Now it’s time to give back and help the leaders of tomorrow.

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