Thought of The Day
In reviewing a book titled Coach To Coach: Business Lessons From The Locker Room I came across a sentence on page 20 worth repeating. “The look in your eye, the sound of your voice, and...
A brief overview of your cruise facilitator
Innovation
Allow The Sales Process To Unfold
I once attended a Home Trade Show and was introduced to a number of entrepreneurs in booths manned by good, hard-working individuals trying to make a living. Some booth sitters came on stronger than others. Some...
My Advice To You: “Get Out There!”
The title of today’s message needs a bit of clarification, but it is absolutely imperative that I share these thoughts with you. This is a true story. This is a story that I had internalized...
What Are You Reading?
The Big Little Thingsfrom Tom Peters One of our Inner Circle members, Larry Jackson, contacted me and suggested I get my hands on a copy of “The Little Big Things” written by Tom Peters. Since...
The Rule of 7
Selling Is a Contact Sport
Our profession has an old saying, “Selling is a contact sport.” This means that to sell something, you must meet with the prospect. You have to put your face in front of people before you can...
Overcome Public Opinion When It Comes To Sales
Over the years, the sales practice has appropriately earned a pretty poor reputation. To grasp the scope of the negative predicament salespeople have created for themselves, try this exercise: Put this book down, walk over...
Lifetime Value
A mistake that many sales professionals make involves being shortsighted when it comes to seeing the overall future value of their customers. With easy blame pointing toward a tough economy, growing competition, and too many...
People Need To Talk (GOPT)
Today is message #2 for 2019 and just like yesterday’s kick-off message, this one will be painfully obvious. I was sitting at home one Sunday afternoon not long ago when I spotted a man approaching...