Achieve Results
Imagine boarding a flight, only to hear the pilot say, “We’ll just go wherever the winds take us.” Would you stay? Probably not! Just like air travel, life and business require more than speed—they need direction. As a sales and leadership consultant, I’m often asked how to cultivate an executive mindset to align actions with…
As a sales leadership keynote speaker, I’m often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you’re looking for a miracle, you still need a strategy. Take the recent game between Chicago Bears and Washington Commanders as an example.…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches. Not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
For the past 12 years, I’ve been on retainer, coaching senior executives at a company. In the first two years, I spotted a major issue: they were sending out far too many proposals. How did I know? Their close rate was a dismal 10%. That’s what happens when you’re wasting time on unqualified leads. So…
If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.” Let me explain. A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked…
There is an old saying that to succeed, you need to earn your seat at the table. The interpretation is that you earn your seat by gaining the client’s trust—trust that you have the client’s back and trust that you keep your promises. Today, having your client’s back and keeping your promises is just the…
Are you leveraging your assets? You know, about 12 years ago, I got divorced. When you’re divorced, single, and looking for a new relationship, you often turn to online dating or apps. One thing I quickly realized is that to be successful on those platforms, you need to leverage your assets. I’ve been told by…
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, “The will to prepare.” He…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
Imagine boarding a flight, only to hear the pilot say, “We’ll just go wherever the winds take us.” Would you stay? Probably not! Just like air travel, life and business require more than speed—they need direction. As a sales and leadership consultant, I’m often asked how to cultivate an executive mindset to align actions with…
As a sales leadership keynote speaker, I’m often asked about the best way to throw a Hail Mary pass when trying to save an elusive prospect. I tell them that even if you’re looking for a miracle, you still need a strategy. Take the recent game between Chicago Bears and Washington Commanders as an example.…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches. Not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…
For the past 12 years, I’ve been on retainer, coaching senior executives at a company. In the first two years, I spotted a major issue: they were sending out far too many proposals. How did I know? Their close rate was a dismal 10%. That’s what happens when you’re wasting time on unqualified leads. So…
If you want to gain velocity in your negotiations, you need to practice “do as I do,” not “do as I say.” Let me explain. A few years ago, a vice president of sales called me and asked to keynote his opening sales kickoff meeting. We discussed what I would cover, and when he asked…
There is an old saying that to succeed, you need to earn your seat at the table. The interpretation is that you earn your seat by gaining the client’s trust—trust that you have the client’s back and trust that you keep your promises. Today, having your client’s back and keeping your promises is just the…
Are you leveraging your assets? You know, about 12 years ago, I got divorced. When you’re divorced, single, and looking for a new relationship, you often turn to online dating or apps. One thing I quickly realized is that to be successful on those platforms, you need to leverage your assets. I’ve been told by…
Imagine you’re going into the office of a senior decision-maker at a huge Fortune 100 company. He’s had nothing but problems with your company. He bought 200 units of electric timestamps. Every time a trader makes a stamp, it’s the same time for all trades, and they don’t get fined by the SEC. He had…
What’s more important to you? The will to prepare or the will to win? That is a question the Vice President of Sales for Hertz equipment rental division asked me as we were flying together to his national sales meeting, where I was giving the keynote. Without thinking, I said, “The will to prepare.” He…
Recently, I had dinner with an executive in the baseball industry. He described baseball as a high-failure sport. I love that phrase. Why? Because I’ve always used it in my speeches, not that phrase exactly, but the idea. Think about it: a hitter getting three hits out of every 10 at-bats is a .300 hitter.…