Winning Like Jack Welch

In case you didn’t know, Jack Welch was Chairman and CEO of General Electric from 1981-2001. During his tenure the company’s revenue jumped nearly fivefold. Fortune magazine named him the “Manager of the Century,” and in 2000 The Financial Times named G.E. “The...

Listening is Good but Engaging is Better

As hard as we may try, nobody is ‘up’ 100% of the time. You have those days when you are really, really not feeling it as you walk through the prospect’s door to conduct those sales calls. But even during those times when you can’t be sincere or authentic, at least...

Goal Setting Will Energize and Focus You

Here we are peeking over the edge of a new year, a time when we clear off the scoreboard and begin a fresh and hopefully Covid-less start. It’s time for goal setting to take center stage for salespeople. In order to be a helper, today I’m sharing some goal setting...

Realism vs. Optimism: The Stockdale Paradox

You have probably never heard of James Stockdale. During the Vietnam War, for over seven years he was one of the highest-ranking naval officers held captive as a prisoner of war in Hanoi. Twenty years later in 1992 he was chosen by Reform Party candidate Ross Perot to...

Dull, Drab, Blah, and Mechanical

This time of the year is definitely the toughest for outside blue collar services salespeople. * Sales leads are scarce. * It’s pitch dark outside by 5pm or 6pm (depending on your time zone) each afternoon. * It’s cold or possibly frigid outdoors where you are,...

4 Steps for Mastering New Skills

No matter what new skill we decide and determine to learn, there are four steps that we all must go through in order to master it. I want to do a flyover of these steps with you today so you will really realize that learning can be slow, difficult, and frequently...