One of the reasons you might not be as productive as you want to be is because the idea isn't well defined. Many people who believe they are productive, are not.

Not To-Dos

It is not crossing off tasks off a to-do list. No matter how many…

The proliferation of tools, apps, and modern business practices has increased the number of distractions with the power to interrupt your work to a number just shy of infinite. When email was new and novel, a chime to notify you of a new message…

It isn't easy to create or maintain a culture of accountability, one where people are responsible for their results. Most organizations have too little accountability and struggle to create an environment where it can take hold. Autocratic leaders…

There is never a reason to do anything without first determining the outcome.

This principle shows up in Stephen Covey’s masterwork, The Seven Habits of Highly Effective People, where he proposes one begins with the end in mind—and an…

When planning a sales call, you might want to start by creating an agenda, the topics you want to cover with your dream client. You might also want to make a list of questions you want to ask to gain clarity on where your prospective client might…

Your pitch might explain how your drill is different, the different results it produces and why you chose to design your drill the way you did. But it won’t be enough to sell your drill.

How Your Drill Is Different

Your drill might be faster…

You can’t manage your time. Time is something over which you have zero control. You can’t find more time because there isn’t any more. You have all you are going to have, do with it what you may.

Even though you can’t find or make more time,…

Did you make progress on your two or three most important outcomes or goals? Did you move things forward?

Did you make deposits in your relationships with your dream clients, those prospective clients you are going to relentlessly pursue because…

Let me pitch you on how to think about your sales process and why it is important to you as a salesperson and/or a sales manager.

Do This And Win

Your sales process is simply the collection of things that you do that lead to a won deal. It…

Being a trusted advisor means asking the difficult questions.

The one question the answer to which will often do the most to help you help your dream client is why they haven’t already found a way to achieve the outcomes they need. The answer…