Top Sales Consultant
As a top sales consultant and keynote speaker, here’s the million-dollar question that can double your business in two years: “What are the three results you need to generate from your next supply agreement?” This is what I call an issues-based question—designed to prompt someone to think about their future and what truly matters to…
As a top sales consultant, I’ve successfully shown organizations on six continents how to gain velocity in their sales efforts by asking the right questions. Here’s an example: A major financial services firm called me in to review their numbers. It took their advisors five sales calls to close a new investor, and they knew…
Duolingo, a player in the ed-tech space offering language learning services, was stuck in a rut with their company’s revenues. They offered a free version of their product to compete against other players like Babbel, which used a subscription model to sell their products. Duolingo gave their product away for free, calling it “freemium” to…
Today, several sectors are experiencing downturns due to economic factors. But in the fast food industry, even when demand is soft and year-over-year revenue declines, there is one fast food brand that is growing at a very fast rate. Guess who it is? Drum roll, please… Taco Bell! That’s right—Taco Bell. Taco Bell is forecasting…
Ever get a message that starts like this? “Hey Ron, I see that we are both in the same business of helping clients grow. We help consultants like you generate at least 25K a month.” Delete. Why? Two reasons. First, if the only thing personalized in your message is my name, it’s not personalization—it’s a…
Will AI replace salespeople? Here’s why it won’t happen. One of my greatest success stories as a top sales consultant was helping a client create a strategy and execute a plan to turn their biggest account – the largest user of their products worldwide – from a three-year bid on the lowest price to a…
Everyone is talking about efficiencies these days, but let’s talk about DOGE efficiencies when it comes to sales and leadership. You know what’s not efficient? Having a sales department that doesn’t actually know how to sell, a team that isn’t sharpening their skills, or worse—a group of veterans who are just phoning it in, still…
In this past Sunday’s Super Bowl, the Kansas City Chiefs were trying to accomplish something no other team in the NFL has ever done—win three Super Bowls in a row, a “three-peat.” And guess what? They didn’t do it. Why not? Well, if you’ve read futurist Dan Burrus’ book “Techno Trends,” you’ll see that in…
How do you talk about your successes with clients—or even your own success—without sounding like a self-promoting blowhard? You do it by being vulnerable. As a top sales keynote speaker, I’m always talking about my clients’ successes—stories of how they achieved something great. But I make sure to position them as the heroes while also…
Yesterday, I was at my puppy’s trainer, who was actually training me. He said, “Ron, when you are trying to get a puppy to learn a new skill, you must immediately give a worthy treat upon successful completion. Immediate reward is your path to teaching a puppy new skills and behaviors.” Well, the same principle…
Some of the biggest breakthroughs in business don’t begin with a brilliant answer. They begin with a different question. I recently came across the story of an industry built around companies purchasing life insurance policies from policyholders. Traditionally, everyone viewed life insurance through essentially the same lens: Buy the policy. Pay the premiums. Eventually, the…
Most communication problems are not caused by what we say. They happen because of what the other person believes they heard. People do not listen to words in isolation. They listen through filters shaped by past experiences, assumptions, emotions, expectations, and beliefs. Those filters can completely change the meaning of a message. I might say:…
In today’s business environment, leaders and sales teams are being pushed to move faster, produce more, adopt new tools, and deliver immediate results. But moving faster does not automatically mean moving forward. One of the most important principles of the Velocity Mindset® is to start with the end in mind, but first, you must make…
Markets are volatile. Budgets are tightening. International tensions are affecting supply chains, energy prices, and business confidence. For leaders, the pressure is real. But here is the brutal truth: Uncertainty does not destroy companies. Inaction does. When fear enters the boardroom, decisions slow down. Investments are delayed. Teams lose confidence. Organizations begin waiting for conditions…
Most salespeople don’t lose deals because of price. They don’t lose because of the competition. And they rarely lose because of the economy. More often than not, they lose because they’re approaching every opportunity with the same linear thinking they’ve been taught since childhood. From the time we enter school, we’re trained to follow the…
Fame can be addictive. Not just celebrity fame. Business fame. Leadership fame. Social media fame. The kind of visibility that makes people feel seen, validated, and recognized. But when attention becomes the goal, direction often changes. People start making decisions for reactions instead of results. They chase clicks instead of contribution. They prioritize visibility instead…
When You’re Down 29, Take the Next Shot There are moments in business, leadership, and life when the scoreboard looks ugly. You are behind. The pressure is rising. The odds look impossible. The people around you may start acting like the outcome has already been decided. But the leaders and teams who ultimately win are…
In the mid-2000s, I was lying in a hospital bed recovering from back surgery when a difficult question hit me: What haven’t I done with my life? And why? When you’re forced to slow down, clarity shows up. I realized that unrealized goals rarely come down to talent or opportunity. They come down to three…
Most professionals ask the wrong question. They ask: “How do I improve what I’m already doing?” High performers ask: “What outcome do I really want to achieve?” That shift changes everything. Because when you focus on activity, you stay busy. When you focus on outcomes, you become strategic. And here’s the real problem… We let…
Things like AI and other issues come second. The first question is: what do you want to achieve for yourself? If you are not happy with what you are achieving on an annual basis, what would make you happy? What would make you feel fulfilled? It has to be specific, and it has to be…