Beach Chair Jedis And The Meaning Of Life

Posted May 31, 2014

Life is such a balancing act. Isn’t it? On one hand, we want to conquer the world and get a fresh ding in the universe, on the other hand, we want to enjoy our lives. There is a middle of the road you know! Enter the “Beach Chair Jedi” This time of year is the … continue reading »

You'll Understand Better Once You Get Fired!

Posted May 31, 2014

I hope you get fired! And once you get fired, I hope you continue to get fired once a quarter for the rest of your working life! Mentally fired that is! Once a quarter, I want you to mentally fire yourself and rehire yourself as the person that buys your widget. Once you do that, … continue reading »

This VP Of Sales Told His Reps To Go Home

Posted May 30, 2014

I was visiting a client the other day when it seemed like he was becoming visibly pissed off by something going on in the cubicles. He excused himself and returned a few minutes later. Meanwhile I noticed several reps packing up their things and leaving. Now they were visibly pissed off. I asked what happened … continue reading »

You Are Forgotten The Moment They Hang Up

Posted May 30, 2014

So there you are, with phone in hand, calling potential customers. The theme from Indiana Jones starts playing as you dodge assistants, voice mails, Caller ID, people hanging up on you, people telling you “not interested” without ever hearing what you do and then . . . You actually get through to someone! They listen … continue reading »

I Hope You Offer This As A Selling Point

Posted May 29, 2014

There are so many things in business that while they could be considered a competitive edge, they can be duplicated. We’ve seen this with technology, chains of stores that once dominated the market and even companies that claimed to have the lowest price . . . Until someone else came along and found a way … continue reading »

How To Make Tomorrow A Better Day

Posted May 28, 2014

Whether today was off the charts awesome or a day that left much to be desired, tomorrow can be better. End Today With The “Lesson” by asking yourself  . . . “What did I learn today?” “What did I do well?” “What could I have done better?” “What should I have done more of/less of?” … continue reading »

One Reason Why I Hate Holiday Weekends

Posted May 27, 2014

And while we’re at it, let’s add holidays in general to what I’m about to say. I obviously love the opportunity to slow down, recharge, reconnect with family and friends but I absolutely hate what a holiday weekend does to the many people in the business world. It becomes the launch pad for excuses and … continue reading »

Barbecues Beer and Remembrance

Posted May 26, 2014

Every now and again, life has a way of delivering powerful messages via left hook.  At least that’s how it played out for me one day in a Memphis airport. My flight had been delayed so I moved to Plan B . . . earphones so I could tune out all the pissed off travelers. … continue reading »

Inconsistent Prospecting Hurts You (At Least) 3 Ways!

Posted May 22, 2014

Let’s face it . . . you’re busy! You have all kinds of sales tasks that you need to complete each and every day but unfortunately . . . some of them take you away from prospecting. If you’re like many sales professionals, that can lead to inconsistent prospecting which can hurt you in (at … continue reading »

6 Ways To Rethink 182 Billion Emails!

Posted May 22, 2014

According to Radicati Group, 182.9 billion emails are sent/received each day! My initial response to those findings were “OK, but how many of those emails are those stupid poems about butterflies that if you don’t forward it to 10 people you die a slow death?” No matter how you slice it, there are lots of … continue reading »

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