The Sales Blog
In the summer, I ride a bicycle. A few years ago, I was training to ride across Death Valley. A friend of mine, Johnny, spent the summer training with me. We rode a century (100 miles) together almost every Saturday. Once we rode 107 miles in the rain. Johnny never complained. … [Read more...]
Words on paper have the power to inspire. But alone, they don’t always create a big enough “why.” Your mission statement, vision statement, values statement, and guiding principles aren’t where the real action is, as inspiring as the words may be. Your mission statement, … [Read more...]
Do you want to know the real secret to staying motivated long term? Do you want to know how to develop the burning passion and single-mindedness that propels you towards reaching your goals? Want to know how to stay focused and accomplish more than ever? The key to real, … [Read more...]
Aspire to be more: Your vision of yourself isn’t big enough. Your capacity far exceeds any limits that you perceive. You are capable of being and doing more. You only begin to stretch yourself when your vision grows big enough. Once you believe that you can be more, you will … [Read more...]
You want exponential growth. You want a curve that bends sharply upwards. It’s easy to be tempted into believing that the next big idea to come along, the next shiny object, will be what finally unleashes the potential within you (or your sales organization). But, as painful … [Read more...]
The military strategist Clausewitz described the fog of war as friction. For Clausewitz, war was different in practice than on paper. You can have a strategy, a plan, and well-rehearsed tactics, but as soon as you come into contact with the enemy, there are so many variables that … [Read more...]
A few years ago, I spoke to a big sales organization. Their leadership team was brilliant. They were all on message, and the message was powerful. But it fell flat with the sales force. I wasn’t sure why it didn’t inspire them. For some reason it just didn’t … [Read more...]
Your revenue numbers are up. Your profit is better than last year. You’re moving in the right direction. You should be pleased. But you shouldn’t necessarily be satisfied. The numbers may be positive, but it doesn’t always mean you are where should be. A sales organization … [Read more...]
This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]
Leaving A Trail of Negativity Behind You
You’re entitled to your opinions. It’s okay that you have strong political leanings in some direction. You might even believe that it’s your duty and responsibility to share your opinions with the rest of us. But you might do well to consider whether social media is the … [Read more...]