Prospects today are busy, busy, busy and their voice mailboxes are constantly being filled with messages from people they don’t know, people who they don’t want to know, and people who give no reason to call them back. Don’t be one of those people. Avoiding Voice-mail Hell In the past, salespeople had to find a…
DetailsFor every minute you are angry you lose 60 seconds of happiness – Ralph Waldo Emerson A story is told of Abraham Lincoln’s secretary of war, Edwin Stanton, and how he was angered by an army officer who accused him of favoritism. Stanton complained to Lincoln, who suggested that Stanton write the officer a sharp…
DetailsMost salespeople understand the concept of the sales funnel. It works just like an ordinary funnel that you might use to transfer liquid from one container to another. We all know that if you stop pouring the liquid into the top of the funnel, fluid stops coming out the bottom. We also know that if…
DetailsThe endless assortment of messages, feelings, and attitudes we bring from our past into our present influences how we see ourselves. It also directly impacts our ability to relate to others. While growing up, we learned to judge ourselves and our capabilities based on how others saw us. Whether their judgments were complimentary or condemning…
DetailsWe have all been there – sent an email you regret. How do you handle the aftermath? This happened about a year ago….. I call it “Sorry, dialed the wrong number! ”
DetailsDifficulties are meant to rouse, not discourage. The human spirit is to grow strong by conflict. – William E. Channing French novelist and playwright Alexandre Dumas once had a heated quarrel with a rising young politician. The argument became so intense that a duel was inevitable. Since both men were superb shots they decided…
DetailsStrength and growth come only through continuous effort and struggle – Napoleon Hill If you are like me you have heard this statement a thousand times over. And like me, you may have had your struggle with it. The statement has always been presented with good motives usually coupled with a strong dose of motivation.…
DetailsMichael Hammer states that, “Most companies today – no matter what business they are in, how technologically sophisticated their product or service, or what their national origin – can trace their work styles and organizational roots back to the prototypical pin factory that Adam Smith described in The Wealth of Nations, published in 1776.” This…
DetailsA leader is one who knows the way, goes the way, and shows the way. – John Maxwell An old woodsman gives this advice about catching a porcupine: “Watch for the slapping tail as you dash in and drop a large washtub over him. The washtub will give you something to sit on while you…
DetailsCourage is what it takes to stand up and speak; courage is also what it takes to sit down and listen.” – Winston Churchill A story is told of Leonidas, King of Sparta, who was preparing to make a stand with his Greek troops against the Persian army in 480 B.C. when a Persian envoy…
DetailsGo confidently in the direction of your dreams. Live the life you have imagined. – Henry David Thoreau The year was 1947 and to date no one had broken the sound barrier. Most believed that it could not be done. Some argued that the sound barrier was a literal wall that once hit at 760…
DetailsIf you are a meeting planner, event manager or charged with organizing your company’s annual conference, you likely hire speakers to give keynotes. Their fees can range from a few thousand to six figures, mostly depending on their celebrity or business profile. Since the last recession, speakers have had to fight for every piece of…
DetailsLast year, I was blown away by The Lean Startup by Eric Ries. It was the top read of the year for me, and the most impactful book on my business life since Good To Great. Why? Because the Lean Methadology changes the game, whether you are a startup or a big-old-company. When you are…
DetailsIn the book Straight Talk: Turning Communication Upside Down for Strategic Results, Eric Douglas describes four different communication styles: the director, expresser, thinker and harmonizer. Each different style is based on a unique set of assumptions. Here’s a quick snapshot:
Be kind to people on the way up- you’ll meet them again on your way down. – Jimmy Durante It was recently reported in USA Today that 48 percent of employees believe that being courteous leads to advancement at work. And in a recent AOL article, business writer David Schepp writes, “with five applicants for…
Details
