3 Things I Learned from Coach Alvarez

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Saturday night I had the opportunity watch the Wisconsin - LSU game from Athletic Director (and former head coach) Barry Alvarez’s box. I had to chance to ask Coach Alvarez about football, about leadership, and about success. 1. You Have to Make the Call I told Coach Alvarez … [Read more...]

The Leadership Playbook: The Lifeboat Exercise

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You are in a lifeboat. You are sinking fast. You are surrounded by your ten biggest initiatives. They’re all important to your success, and they’re all heavy. To right the ship and save yourself, seven of your initiatives are going to have to be thrown overboard. But first, know … [Read more...]

The Hustler’s Playbook: Hustlers Focus on Opportunities

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Hustlers focus on opportunities. Non-hustlers focus on problems. Hustlers make things happen by focusing on the opportunities and activities that produce bigger, bolder, and better results. They continually seek new ideas and new ways to create value. And hustlers always believe … [Read more...]

8 Things You Owe Your Sales Force

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A checklist of things you need to provide your sales force. A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn't provided with a leader to fail, and it will not every be their own fault. … [Read more...]

You Can Change Directions Now

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You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. You’ve developed a certain set of beliefs and behaviors over that time, and you’ve generated some results, even if they’re now not the results that you really … [Read more...]

Counting What Counts

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You never produce results without activity. But you also never produce results without those activities generating a positive outcome. You can count the number of phone calls you make, but that’s only an indication of one part of your effort, your willingness to dial the … [Read more...]

How to Make Selling Harder Than It Has To Be

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You are making selling harder than it has to be. When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are extending the time it will take you to … [Read more...]

You Get What You Focus On

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You get what you focus on. If you focus on distractions, you will be distracted. If you focus on the next novelty, the next interesting thing that might capture your attention, your results will reflect the fact that you were distracted. If you focus on excuses, you will find … [Read more...]

The Leadership Playbook: Leaders Use Persuasion Not Force

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Leaders have to be great salespeople to lead effectively. The reason? Because true leadership is based on persuasion and not force (with one exception we’ll get to later). Leadership isn’t a position on an organizational chart. An org chart contains titles, and despite what you … [Read more...]

The Hustler’s Playbook: Hustlers Ask for What They Want

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Hustlers ask for what they want. If a hustler wants a job, they ask for the job. They don’t interview for the job, leave the interview, and wait for the call. When they leave the interview, they ask for the job. They say, “I’d very much like this opportunity. I won’t let you … [Read more...]

It’s Hard to Tell the Truth

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It’s harder to tell the truth than to tell people what they want to hear. The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get … [Read more...]

On Recognizing Bad Advice on the Internet

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The Internet is the world’s largest and most complete advice column ever assembled. Anyone and everyone has the power to offer you their advice on any number of topics, regardless of whether or not their advice is sound. This means you will find good advice, bad advice, and … [Read more...]

Being Small Makes You Smaller

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You don’t make yourself bigger by making other people smaller. You can’t drag enough people down to build a big enough pile on which to stand and be taller. That doesn’t make you bigger. You can’t draw positive attention to yourself by making other people the focus on your … [Read more...]

You Cannot Be a Smart Asshole

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There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive … [Read more...]

What I Am Thinking About Now

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Segmentation by Generation: Every generation looks at the next couple generations and decides that “these damn kids” are different, that they don’t share the same values, and that they’re making a mess of things. The Millennials all got awards at the end of soccer season, even … [Read more...]

The Leadership Playbook: Leaders Over-Communicate

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Once I was speaking at a conference when the CEO of the company leaned over and whispered in my ear. He said, “I am giving the same speech I’ve given the last two years. The stories are different. The examples are different, too. But it’s the same message.” The CEO wondered … [Read more...]

[Video] Are You Even Proactive, Bro?

Subscribe to my YouTube channel here. … [Read more...]

The Hustler’s Playbook: Hustlers Pay for Success in Advance

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Success is an outcome that you pay for in advance. Hustlers know that they have to pay the price in advance for what they want, and they never worry about the price. They know that the greater the outcome, the more they will have to pay to achieve it. The hustler pays the full … [Read more...]

Tonight People Are Afraid

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Tonight people are afraid. In some places they are afraid for their lives. They are afraid for the lives of their families and loved ones. They are afraid for their communities. Their fear is very real, and for many the danger they face is very real. Some fear others who don’t … [Read more...]

Ten Mandatory Sales Disciplines

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Closing: The discipline of closing is the gaining of commitments. This is the first discipline because commitments are what allow you to create opportunities, create value, and win deals. This is the first discipline. Prospecting: The discipline of prospecting requires that you … [Read more...]