The score you see written on the scoreboard is always accurate. It will never protect your feelings, nor does it have the power to change the score it presents to you. Your scoreboard only tells you the full truth.
Archive for August, 2019
The headline in the New York Times reads, "Shareholder Value Is No Longer Everything, Top C.E.O.s Say."
The article goes on to say, "Nearly 200 chief executives, including the leaders of Apple, Pepsi and Walmart, tried on Monday to redefine the…Continue Reading
Sales Managers and Sales Leaders often complain about the lack of effectiveness of their effort to train their salespeople. They say, "We tried this training, and it didn't work." The very statement elucidates the likely reasons the training was…Continue Reading
The note-taking application Evernote has a way to create an area where you can keep things that you want to share with others. The function is called Spaces, and it sort of like a crude project space and file manager. One of my Spaces is called…Continue Reading
Your definition of success may be different from someone else’s. There are as many varieties of the pursuit of happiness as people are pursuing it. However, whatever your success looks like, and however you seek it, here are ten reasons why you…Continue Reading
Nothing that was once necessary for sales has disappeared, despite what the pundits and prognosticators suggest on the internet. Had they been right in their past predictions, there would no longer be nearly so many salespeople. Nor would those…Continue Reading
They say good judgment is the result of prior lousy judgment. That idea has proven true for me over the course of my life in sales. The following stories of nine mistakes are all true, and the name of the person responsible is known to you and…Continue Reading
In Eat Their Lunch: Winning Customers Away from Your Competition, I wrote a chapter on Capturing Mindshare, or building and supporting a general theory about why your dream client should change. That section is practical and tactical, and it is…Continue Reading
The excuse many of us make for not doing what we know we should be doing is, “I don’t have time.” The truth is just the opposite. Time is the only thing you have. Whether you have enough of it is mostly a matter of what you do with it. If…Continue Reading