One Way To Free Up 15 Hours Per Month

Posted February 28, 2011

A few months back, I was reading a really cool book called:  Mojo: How to Get It, How to Keep It, How to Get It Back if You Lose It by Marshall Goldsmith. The author references an interesting study conducted by DDI where they found that the average American spends 15 hours per month criticizing … continue reading »

9 Ways To Use Your Windshield Time!

Posted February 27, 2011

1)    Use This Time For Some Of Your Internal Discussions: If you are continually bombarded with people who chew up your time at work, consider using your drive time for this. Doing this helps you maximize the time in your office and helps you stay on task. One quick disclaimer: You’re not going to get … continue reading »

The Why, What & When Of A Good Sales Mix

Posted February 26, 2011

I come across way too many sales professionals who only cling to one or perhaps two different ways of approaching prospects. In today’s podcast we’re gonna “go there”! We’ll start with how I define an effective sales mix and 4 solid reasons why you should consider it. Next I offer several suggestions on how you … continue reading »

Protecting The Culture!

Posted February 24, 2011

I’ve consulted with numerous organizations and trained and coached somewhere north of 3,000 sales reps over 27 years. There’s one piece of advice that hasn’t changed much other than perhaps how I package the advice. “Protect your culture” BS starts with a single act . . . stop it at the door! Greatness begins with … continue reading »

Writing With "Tone"

Posted February 23, 2011

I kind of feel like a representative of the “Dark Side” when I say that sometimes people can “feel our anger” in the words we write. And if by chance you feel that the word “anger” is a tad strong, would you at least agree that people can tell when we might have the proverbial … continue reading »

11 Ways To Facilitate A Linkedin Discussion

Posted February 21, 2011

By now, you’ve probably heard the news that participating in Linkedin discussions is a great visibility strategy for you. I thought it might be helpful to offer you a few guidelines that have served me well. 1)    Don’t Post And Run: By far one of the quickest ways to look like a tool. Call me … continue reading »

A New Week With A Different Path!

Posted February 20, 2011

I remember sitting in traffic and just despising the fact that this was how I had to start my day . . . every day. One day I changed that and decided to go to work via “The Beach Road” To get to the beach road, I needed to drive 10 minutes in the opposite … continue reading »

Call Back Entitlement Syndrome!

Posted February 15, 2011

Ah the ancient sales ritual of hemming and hawing (aka pissing and moaning) about the prospect who isn’t calling us back. Unfortunately I’ve been there many times and it definitely isn’t fun, but I’m just curious Why do we act so shocked and even offended when we don’t get the call back? Are they bound … continue reading »

15 Ideas From Zappos Code Of Business Conduct

Posted February 14, 2011

Click on the “about us” button on and you’ll find a link to their Code Of Business Conduct & Ethics To me, there is just so much we can learn from this. Let’s start by having you take a good look at the 10 items that comprise what has really become more than a … continue reading »

10 Ways To Change Up Your Week!

Posted February 14, 2011

Do you remember the old “If you always do, what you’ve always done, then you’ll always get, what you’ve always gotten” thing? Well its Monday, a new day, in a new week  and maybe, just maybe, you can change it up a bit. Here are a few suggestions 1)    Everyone has their own preferred venue … continue reading »

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