Year: 2017
If you want to make money, you can only do so much through your own efforts. As a sales and leadership expert, I often remind people that we are stronger together. You can make a lot more money when you build alliances, and this is something that all top producing sales executives do. There are two…
I love sports, and as a sales and leadership expert, I find there are a lot of lessons on the field that apply to sales. As a Yankees fan, one player in particular stands out to me, and it’s not Mickey Mantle —one of the Yankees’ most revered players of all time. I admit he had incredible raw power and skill, but because of his drinking and carousing, he didn’t use that raw talent to its full potential. I think Mickey Mantle probably only achieved 70 percent of what he could have in life. Not all of us are blessed with such raw talent, but we all have the potential to achieve greatness the way Don Mattingly did.
In 1988 before I launched my speaking and consulting business and become known as a sales and leadership expert, I was a regional manager for a computer company. In that capacity, I learned a critical lesson about sales that has served me—and my clients—ever since. In my region I was responsible for several distributors, and…
Recently I was attending a board meeting, and there was a sign in front of one of the serving dishes that said, “Scrambled Eggs: Contains Eggs.” As a sales and leadership expert, It served as a reminder to me that often when we’re seeking new opportunities in life and in business, we need to look…
The key to increasing sales and expanding influence is not so much what you say but the context in which you say it. As a sales and leadership expert, I have found that context unlocks doors.
There’s no way to succeed in sales without a mindset that expects that success! As a sales and leadership expert, I am always thinking about this mindset.
As a leader your job is to create the right environments that will motivate your team! In this video, you will see a powerful and unique example of how a major US Corporation is creating a motivated environment that is getting the most out of its employees.
Assumptions can have a profound effect on productivity, fun, fulfillment, and IMPACT. As a sales and leadership expert, I have found that this impact is a negative one that robs us of valuable time.
Sales managers must transform themselves into a manager versus continuing to act as the star salesperson attempting to close every sale! The job of a manager is to observe, coach, lead and inspire. As a sales and leadership expert, I have prepared this video on how you can achieve your goals as a highly successful manager. Watch this video to learn more
Everyone wants to make an IMPACT to dramatically increase their sales. By understanding and executing the elements involved in creating IMPACT, you can dramatically increase your sales in a short period of time! As a sales and leadership expert, I’ve created a formula that will show you how you can create IMPACT and dramatically increase your sales!
When my 23-year-old daughter Amanda started her job in New York City on October 1, she decided to join the company gym and be there at 6:45 every morning. That means leaving for work every morning before 5:45 a.m. to drive the 30 minutes to catch the 6:15 ferry to the city. I figured this wouldn’t last long. Boy did she prove…
Read MoreFor the past thirty-five years I have used option selling to help close business. and neuroscience reveals why this works so well. It boils down to choices, engagement, stress, and risk aversion. Traditionally, sales people go for the trial close and just offer one solution. If the prospect does not feel the risk is low enough…
Read MoreYesterday morning I had the privilege of hearing Daymond John (of Shark Tank) being interviewed by Jeffrey Hayzlett, CEO of C-Suite Network Advisors. Jeffrey asked Daymond about his strategies for success, and Daymond said that he is always learning, always trying new things, and always adjusting his strategies in order to keep growing. Not everything he does…
Read MoreWhenever I give a keynote or work with an executive team, and an audience member finishes a statement or an exercise, I urge the rest of the group to give that person a hearty round of applause. In my work as a Sales and Leadership expert, I’ve discovered that doing so changes the energy and dynamics of the group.…
Read MoreIn the United States we are two weeks shy of our national Thanksgiving holiday, a celebration that can be traced to an autumn harvest feast held by the Pilgrims and Wampanoag Indians in 1621 at Plymouth. Giving thanks is an important cultural tradition, and similar celebrations of the harvest occur in countries throughout the world. These…
Read MoreA medical doctor recently asked me what I did for a living and after sharing about my role as a speaker and expert on influence and impact, he shared how he has become a better person—and a better doctor—by learning how to listen better. He spoke about not merely listening to the words being used, but…
Read MoreWe all want success, and we may even expect it in some way, but not everyone attends to the details and habits that build a successful outlook. This morning I walked into the lobby of the Residence Inn where I am staying in Winston-Salem and witnessed a surprising scene—the entire hotel staff was going through…
Read MoreLoyalty is a valuable commodity. First and foremost, of course, our loyal and valued customers buy from us, and better yet, they come back, again and again. But they also tend to sell us in a way that we can never sell ourselves. As a Sales and Leadership expert, but also as a customer, I have seen that loyalty…
Read MoreWe rarely think about it or recognize it, but we all operate with something known as “normal strategies by default,” those ingrained strategies we have used all our lives to help us get to where we are today. As salespeople, some of those strategies are geared toward protecting us from rejection. Yet when those strategies…
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