Discipline Determines Destiny

Before I connect today’s topic to sales professionals, read these snapshots of four famous individuals from various walks of life that experienced success as a result of being extremely disciplined. + First is the most successful international golfer of all time;...

How’s Your Sales Coaching ROI?

In 1958, the Green Bay Packers finished their season, 1-10-1, although the team roster contained five future Hall of Fame inductees. Vince Lombardi became head coach in 1959 and at his first team meeting his first words were, “Gentlemen this is a football,” as he held...

Feel Like a Prisoner in Training Meetings?

Whether you are the business owner or the sales or service manager, you have a responsibility for the care and feeding of you staff, specifically in the area of sales training. After learning from my own mistakes as one who occupied both those roles, today I want to...

You Gotta WOW ‘Em to Close ‘Em

As a kid who grew up in Louisville, I rode the city bus downtown to watch young Cassius Clay box, a couple years before he won the gold medal at the 1960 Rome Olympics. At that time, who would have guessed that four short years later he would become Muhammad Ali? Who...