How to Get Leverage

alt text image of a hammer being used to remove a nail

A few weeks ago I sent a newsletter to my subscribers about how to be compelling, how to help your dream client take action now. The gist of that newsletter was that in order to know how to compel your dream client you need to know what is already compelling them. I also wrote … [Read more...]

The Leadership Playbook: Leaders Teach Values

alt text image of a leader with a woman following

My friend, Howard Bloom, tells a story about Japanese macaques (monkeys). He says that “an innovative leader can spread new practices through the group in hours. But a conservative monkey leader, a dictatorial defender of the traditions he’s inherited or created, can force the … [Read more...]

Helping Those Who Won’t Help Themselves

alt text image of a woman with her hand up refusing help

You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

What It Is Important To Believe About Yourself

alt text image of a man looking in a mirror

Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just … [Read more...]

Better Than Yesterday

alt text image of stepping stones

We (still) live in a culture that insists that all results should be fast and obtained without any real effort. But insisting on fast results doesn’t actually produce fast results. Most of the time, the reason one needs fast results is that they haven’t been doing what was … [Read more...]

The Heart of Your Results

alt text image of three up arrows and a target on blue

Why aren’t you getting the results you want? What has to change for you to improve the outcomes you're getting? Your Beliefs: There isn’t any factor that has a greater impact on your results than your beliefs. Your beliefs are your values. What you believe drives your actions, … [Read more...]

If You Want Faster Results Find a Model

alt text image of a scientist taking a strand of dna

Selling is very much like swimming. You can’t learn to swim by reading a book about swimming, and you can’t learn to sell by reading a book about sales (although reading books after you spend some time in the deep end will help you tremendously). When it comes to producing … [Read more...]