Leaders Don’t Hire Weak People

alt text image of the weakest link in a chain

There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly. New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are afraid that by hiring someone … [Read more...]

You Don’t Need Another New Idea

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You don’t need to rush out and read every new book with every hot, new idea. Bouncing from one idea to the next, never fully integrating what you’ve already read isn’t going to help you produce better results. You don’t need to attend another seminar searching for one new … [Read more...]

The Heart of Your Results

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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...]

On The Power of Being Nice

alt text image of four businesspeople with happy faces drawn on cardboard

I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

The Critical Nature of the Salesperson’s Mindset

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There is no factor more important than the individual salesperson’s mindset when it comes to winning new business. What you believe drives your actions and your actions drive your results. Value Creation: Your mindset begins with value creation. Is your mindset to create as … [Read more...]

In the Right Dosage

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When you are sick, medicine can help. But first it has to be the right medicine. And second, you have to take the medicine in the right dosage. Advice on how to sell better is the same. You hear a lot of advice about the value of social media. Personally, I’ve benefited … [Read more...]

You Are Stalled

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You Are Stalled You’re working a big deal through your pipeline. Things are going well–even better than expected. You have the ability to create tremendous value for this dream client. And they appreciate what you do and how you do it. If anything was ever a sure bet this would … [Read more...]

If What You Were Doing Was Working

If What You Were Doing Was Working

If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially … [Read more...]

Focus on the Right Side of the Scale

Focus on the Right Side of the Scale

Take a look at the scale in the picture above this post. The scale is perfectly balanced. Your results in life—and sales—are very much like this scale. The scale that is your results is always precisely balanced, too. Whatever you put in on one side your side of the scale causes … [Read more...]

If You Want Faster Results Find a Model

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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...]