Archive for April, 2017

I sneezed. The young man working in the airport store said, “God bless you.” I replied, “Thank you. Already has.”

The young man then challenged me. He said, “What does that mean?” I said, “I am blessed. I have great wife, great kids, and I…

I am not romantic about cold calling. Nor am I romantic about social selling, even though I probably use the tools as well as most. There are different mediums one can use to create new opportunities, and it doesn’t make sense to eliminate one…

Your quota is the number that your company assigned to you. It’s your revenue goal or, in some cases, it might be a goal assigned to profit. Your number is what your company needs from you, and they have attached a certain commission or bonus to…

I have very much enjoyed this experiment of doing a daily YouTube show. I have primarily bounced back and forth between two formats.

One format is me in my office, sharing with you whatever has my attention. It’s a blog in video format, and…

I attended an event last week, and the subject was social media marketing and personal branding. As the representatives of the host company shared their frameworks around messaging, a branding person immediately asked the question, “Where is the…

There are a lot of things that repel success. Your poor mindset and a bad attitude will certainly drive success away, and so will things like a lack of integrity and character. But perhaps nothing will drive success away from you like laziness.

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No one likes a braggart. But you don’t have to brag. You just have to do something that earns you bragging rights.

• What big, worthwhile accomplishment did you get done today that is worth bragging about?
• What massive action did you take…

If you left your company would your clients come with you? Or would they continue to do business with your company?

If your clients had to go through the trouble of changing partners to retain you, would it be worth the time and the trouble to…

Last week at the OutBound Conference, I asked the audience of 400 people how many had emailed me directly. Something like 30 percent of the audience raised their hands. I asked them to raise their hands again if I had emailed them back, and the…

Sales is one of the few endeavors in business where you are literally working against the clock.

Your operations team is not judged or compensated on how they did in the last quarter. They may have KPIs, but they don't have a quota. The folks in…