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;...

Success Often Requires a “Plan B”

If you’re familiar with any of my work you know I’m big on advocating for salespeople to perform pre-call preparation before every sales appointment. Today I want to go one step further and discuss crafting a backup plan, because circumstances often change. Football...

Educate or Enlighten

Many salespeople attempt to sell by educating consumers, because they think their job is to help prospects make educated decisions. But in reality, the education you supply during an hour-long sales call won’t provide what they need to know to make a truly educated...

Re-Up and Get Litt Up!

A few months ago, one of my friends asked if I had seen Suits, a dramatic series about a group of high-powered attorneys at a large NYC law firm. Well, I just finished it last month, all 9 seasons containing 144 episodes, requiring about 108 hours of my evenings! One...

2024 Prep Steps

During the final days of this month salespeople not only scurry to put the wraps on the sales year that is ending, but also receive their sales goals for the new year and begin to figure out how they will accomplish them. In today’s post I want to make some...

Simplicity Rocks

My most significant mentor during the years I made my living  personally selling was an incredible man named Art Williams, who followed his dream and built a huge national sales team of entrepreneurs in the financial services industry. In his book, All You Can Do is...