If you and I were sitting at a table together and I asked you to guess how much money I had in my wallet, what would you say? I’ve done this exercise thousands of times. Nearly 90% of salespeople start naming a number trying to guess. That approach is a long shot at best. A guess of any amount … [Read more...] about Relationship Selling- The Importance of the Qualifying Step in the Sales Process
If you're responsible for direct reports, then you've heard the hire slow and fire fast statement. Yea, you may have even heard that from me over the years. Before you actually pull the trigger, I'd like to ask you to consider a few things. If you are hiring a CEO, then please read one of my … [Read more...] about Hire Slow and Wait Just a Minute Before You Fire Fast
Everyone knows that it takes work to maintain a healthy relationship. Not every conversation or interaction leaves each person feeling like they are special. Sometimes, stuff happens, and things go haywire. Leaders who know their people outperform those that don't. Whether we're talking about a … [Read more...] about A Leadership Rule- Know Your People
Honesty – Integrity – Ethics These are not just words. They are all behaviors intertwined in human beings. Being original and having one's own thoughts is a quality to admire. Personal innovation is everywhere today, and it's remarkable to me just how one person's vision changes our world. We … [Read more...] about Honesty – Integrity – Ethics – Do They Mean Anything Today?