7.31.2009
When We Don't Run At the Same Speed
Under the right incentive almost any one of us can run the same distance in the same amount of time. It might only be 20 feet… or 2… but until we scale the challenge with hills and distance and time
7.28.2009
Perspective on Quitting
There are not many “walking on fire” acts of bravery that compare to stepping into the shoes of “chief sales maker”….Whether you are the CEO of a 1-man start-up venture or the lead sales architect at a Fortune 10
7.24.2009
Skin in the Game
Warren Buffett famously coined the term “skin in the game” in his business insight that you can “guarantee” the success of a company by requiring C-level executives to use their own money to buy stock in the particular company they
7.23.2009
Taking a Gut Punch
Understanding “why” is a frustrating part of life and more specifically your sales negotiations. You can work your ass off, do a lot of things right, and still not get a deal done. It’s a punch in the gut!
7.15.2009
The wrong meds won't fix anything…
I have had a sinus infection for the past ten days or so which has really worked me over. I usually pop a few Sudafed-24 hour and in a day or two it all goes away. It’s a proven formula
7.14.2009
Why letting down is not an option…
I get asked all the time why I push so hard all the time. I work when I am sick. I work when I am pissed. I work when I have worked enough. So why not let down?
7.13.2009
D is for Dialogue
A recent study conducted by the Shyness Clinic in Menlo Park, California, revealed that almost 90% of Americans label themselves as shy. Further, the California Department of Consumer Affairs
7.10.2009
What Courage Looks Like
I aspire to be courageous. I don’t really think I am. What I do (who I am…) doesn’t seem to demand courage. But I might be wrong…. A few days ago I received
7.9.2009
Motivation is a Head Game
Don’t ever tell me “you do what you want to do when you want to do it”… It’s stupid! It’s emotional and lacks the sustainability to take you to your goal line. The best motivation is cognitive. It is deeply
7.8.2009
Sales Mentoring Madness
Sales mentoring without demanding accountability is like trying to dunk a basketball with an 80-pound backpack on — you might still be able to hit the goal, but it’s really tiring, somewhat painful, and quite a bit annoying…
7.7.2009
Just Do It Already…
My CEO buddy Kriss Wilson posted a quote on Twitter from Buddha that fit right in to some of my recent thinking about selling and the differentiation between those who SELL and those who are “working on it.”
7.4.2009
Freedom from bad sales ideas
The 4th of July stands as a tribute to taking action against oppression, bad philosophy, and a depressing future. America’s foundation in being independent could serve as a lesson to many sales people who forget that most of what
7.1.2009
When People Don't Understand You…
Vision can be lonely (I have had this article half-written for more than 13 months but never finalized my thinking about it. Today I present it to you as a work in progress…) It is a certainty in life that
