Business relationships are critical to helping us succeed, but we don’t always put the work in to cultivate the most important ones. Thus, we miss out on leveraging those relationships for mutual benefit. There are a lot of people I know, but there are…
Back when I first started selling, I was lousy. In fact, I failed at selling life insurance in just 3 months. I then took a job selling Lipton Tea in West Tennessee and thought that calling on grocery store chains and owners would be…
While we conduct training that encompasses ½ a day or 2 ½ half days, we have learned to make it a fun, highly interactive, and participative process. This is what our clients want. A lot of what we have learned about new training methods…
Last week, I was honored to be a guest on Kevin Kruse’s podcast. One of the best leadership experts in the world and author of 6 New York Times Best Sellers, Kevin is a serial entrepreneur and one heck of a nice man. His…
There is no one else I know more passionate about “getting better” than my friend, Coach Buzz Williams. Buzz, who is the basketball coach at Virginia Tech, has given new life to the program there within the last 4 years. As of this year,…
Training is Rapidly Changing. Are You? Training is All About Action I recently spoke at a sales conference for medical devices on the topic of how training is changing, and I made the case that it’s likely for the better. A lot of great…
There is greatness in you. I believe that about every person on the planet. Despite the fact that everyone has greatness built in, the vast majority do not reach their full potential. Zig Ziglar used to say that we were designed for greatness and…
Last week, we celebrated the day of love and romance. I thought we’d take the opportunity to draw some helpful conclusions and likenesses about relationships–both business and personal. Gestures and behaviors that result from being in love or caring for others are invaluable: listening,…
The key to selling lies in curiosity about the customer, and curiosity is manifested in questions. Paul Cherry wrote a great book called, “Questions That Sell,” in which he hits home how crucial questions are in selling, influencing, persuading, or convincing others. In other…
Today, the core of my business is built on the power of words, but it didn’t happen overnight. After years of gaining wisdom from others, I was finally able to put words at the center of my professional philosophy. A Word About Education It…
