Needless to say, the COVID Pandemic has generated a laundry list of chaotic disruptions pertinent to our country’s business landscape. With some states continuing to re-open, and others, simultaneously preparing to partially shut down (again) the spectrum of effects is extreme. At one end, the flow of revenue was so unpredictably impeded—some businesses were forced […]
For over 26 years my wife was plagued by a stifling habit. When facing a lofty goal, rather than focus on the exciting aspects of achieving the challenging feat, she’d place her attention on what would prevent her from accomplishing it. This is the story of how Amanda finally overcame this mental obstacle while training […]
A few weeks ago, a discouraged business owner (whom I’ll call Bob) and I were discussing the importance of lead generation and its role in creating a thriving business. He began espousing the merits of developing solid strategic partnerships—going so far as to claim, “It should be the only method necessary to obtain high quality prospects. Other approaches are just a waste of time.” His statement didn’t sit well with me, and here’s why.
Rarely does a company, for no reason in particular, decide to push itself beyond its own status quo and take an innovative leap. Implementing a complicated new technology, for example, or expanding into a new market, or adding a revolutionary new product–all require huge learning curves and hours of training, and these changes are rarely […]
All too often, I have witnessed sales trainers and business coaches touting their personal passion for a specific product or service they sell, as if it’s some kind of magic bullet for their success. This line of thinking suggests that if you are passionate about beer, you should run to a local brewery and plead […]
5 years ago I interviewed Amanda Harris (aka Wonder Woman / my wife) about her journey of launching a fledgling Medical Exercise Practice named Re-Kinect, just six months after giving birth to our daughter. In that conversation, she shared her reasons for starting her own company, offered tips for balancing motherhood with owning and operating […]
Working for an extended amount of time without taking a break epitomizes the classic American work ethic. Pulling 70+ hours at the office, skipping meals, taking calls whenever they come in, answering emails into the wee hours of the morning, working through every weekend—basically slave-driving oneself—is often regarded as virtuous—like some bizarre, ultimate proof of […]
Want to build immediate trust, be seen as a trusted advisor and dramatically increase your chance of making the sale? As a sales trainer and coach for the last couple of decades, I often dig into the nuances of what my clients can do to become more effective. There are so many little things that, […]
Role Plays…two words that will make even the heartiest and fearless of salespeople get a bit queasy. Let’s face it, no one likes to be put on the spot and critiqued. But I’ve yet to find a better way to really see whether a salesperson “gets it.” I’ve spent the past two days in Birmingham, […]
Visioning, goal setting, action planning, and even revising systems of execution are staple fare this time of year, and I’ve written many articles touting the benefits of implementing all these practices. One aspect I’ve never explored, however, is the benefit of identifying an overarching theme, that once named, becomes the though-line of all your endeavors […]
