Perhaps one of the coolest things I admired about my Dad, was his appreciation and respect for life. I don’t recall ever hearing him talk about “someday” or “when I retire we’re going to to . . .”, he lived in the moment, the now, THE PRESENT. Good thing too because there wasn’t much time … continue reading »
I’m sure Mr. Murphy would agree that its foolish to mentally spend your commission on a deal that hasn’t concluded, but sometimes we just leave our brain back at the office. Sure enough I lost a deal that would have represented a major jolt to my struggling finances at the time. To say I was … continue reading »
Sometimes the best lessons are the ones that simply represent a profound articulation of something we already knew inside. The “Aha” was not in the newness of the lesson, it was in the “ownership” of the lesson. I had a discussion with someone a few years back who pointed out one of these painfully obvious … continue reading »
Every now and again, a discussion (and a rather heated one at that) shows its face in the sales circles. The question itself is innocent enough but the waters ahead turn into rapids and the discussion may turn treacherous. I’m referring, of course to the old “Which is the best sales methodology” question. Invariably you’ll … continue reading »
So there you are, facilitating an awesome meeting with a prospective client. You’re in your zone and things seem to be pointing towards a “YES!”. You can almost see the victory parade back at the office and you are fully prepared to tell your co workers “Don’t hate me because I’m beautiful” Perhaps even a … continue reading »
There is one statistic that you will hear me preach over and over again. I’ll tell you why in a minute, but first the statistic. According to NYC Research firm BASEX, the average US employee loses 2.1 hours per day to interruptions. Not being one who can just leave the statistic to stand on its … continue reading »
Sometimes its hard to notice things when we are racing, conquering, surviving and running on what may resemble a glorified treadmill. Its one thing to miss business opportunities because of that but its unacceptable when our life is held ransom in that process. Today’s message is simple: Enjoy your life . . . all of … continue reading »
So today is my birthday and I have reached the ripe old age of 45! Didn’t get me a present? No worries ’cause Uncle Paul has a present for you. I’ve put together 45 tips that I believe will help you become the rock star you set out to be. But wait there’s more. If … continue reading »
So there you are at the cash register about to pay for your purchase. You hand the cashier your money, they hand you your change (usually on top of the cash . . . bastards!) and then it happens. You look at them, they look at you and just as the theme from “The Good, … continue reading »
In sales, there are 3 main focal points of our business: 1) New Account Acquisition 2) Account Retention 3) Account Development But at the same time there’s all that fun administrative “stuff” such as emails, writing proposals, pre call planning, internal meetings etc that we need to have in place to support those 3 drivers. … continue reading »
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