Velocity Mindset
The number one reason why sales cultures are not performing the way CEOs want them to is simply because they’re concentrating on the wrong people. That’s right. You see, last Sunday was the annual Met Gala in New York City. The Met Gala was started in 1995 by Anna Wintour, who is the editor-in-chief of…
Did you hear that Rolls-Royce announced this week that it is building five brand new buildings on its main manufacturing site in England? So, I ask you, what was the driver for making this huge, expensive decision? Many of you would say it is to build new cars. That is far from the truth. The reason…
In today’s world, the pressure to quickly deliver innovative solutions can sometimes lead to unintended consequences. Just ask Boeing. Its recent spate of mishaps is causing it a lot of problems. From increased regulatory pressures to safety concerns to customers, fliers, like me, worrying whether or not the Boeing plane they’re on is actually going to get…
Do you know that sometimes you have to go slow to go fast? Recently, I installed a new productivity software program. And like many of you, I figured I knew immediately what I had to do, so I didn’t bother reading the instructions. After two painful hours of trying to get the software to work…
As we’ve all seen for the last year or two, there’s been a lot of shoplifting. A pack of thieves breaking into stores, stealing massive amounts of merchandise, and leaving before the cops come. If they’re caught, they’re back on the streets in a couple of minutes. Shoplifting has gotten to such a high degree…
When I think of sales success, I think of a Banyan tree. Look at this tree. It is so magnificent. But look at the integrated network of roots. It’s amazing how it grows. Now, here’s what’s special about a Banyan tree. It’s not like normal trees that have one trunk coming down, and it’s not…
I want you to meet Alex. Alex is a van driver who picked me and a few of my colleagues up from the hotel in Albuquerque this weekend to take us to the airport. It was a seven-minute ride. During the ride, Alex asked us if we had traveled to many different cities and ordered…
If you truly want to keep your competitors out of your accounts, you must become part of the inner woven fabric of your client’s organization. Consider that loose piece of thread sticking out of the bottom of your sweater, and you start pulling it. All of a sudden, you inadvertently pull apart the entire sweater.…
A few years ago, I was taking a self-improvement course in New York City with a good friend of mine. After the program, we returned to my condo in Fort Lee, New Jersey, on the 10th floor. Now, my friend is an accomplished pilot. He flew overseas commercially for a major airline and was a…
A few years ago, I was meeting with Steve Forbes in the Forbes building in his private library. The meeting was to discuss the presentation he was about to give to the National Speakers Association that I was president of. Rather, it was to get him to agree to give that presentation. What struck me in…
When going through tough times, having a clear focus and concentrating on fewer things that are critical to the outcome becomes imperative to achieving success. So what are the top three things every leader should focus on when dealing with a crisis? Find out in this video. #VelocityMindset #leadership #CrisisManagement
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Do you know that sometimes you have to go slow to go fast? In this video I share how I could’ve saved myself an hour and 50 minutes with a productivity software. #VelocityMindset #SuccessMindset #TimeManagement #ProductivityTips
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If you really want to gain Velocity and get your team to back you and your plan, you have to engage them in the process. Once they get engaged and help prepare the plan, they will have a vested interest and are going to be motivated to help you push it along. So what’s the…
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How often do you tell yourself a story that you can’t do something for whatever reason? The moment you do this, you convince yourself that this is the truth. That’s when you stop thinking and your creativity stops. So what can you do instead next time you get stuck? How do you stop letting your…
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How much time do you waste beating yourself up over something that you think you should’ve done or said on your last sales call or in a previous conversation? But all it really does is it strips away your Velocity, because it makes you concentrate on the negative. So what should you do instead next…
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Fear is a really powerful force that can stall your progress and impeded your Velocity. If you allow others to trigger your fears while trying to negotiate, you simply will not get what it is that you are after. So what should you do to close the deal whenever the negotiations don’t go as planned? Find…
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In the game of baseball there is a phrase that the coach will always yell out to the players: “Wait for your pitch, wait for your pitch.” Well, the same is true in business. Except now replace the word “pitch” with “opportunity.” In this video I talk about the real price you have to pay…
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As we are dealing with the challenges created by the global pandemic, mastering just a few tools can make a big difference in our lives. I recently joined Fox News 26 in Houston (@fox26houston) to share my top five strategies for dealing with the unexpected. Check it out! #VelocityMindset #CrisisManagement #fox26forlife
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How often do we push our perspective on those we are trying to influence, when it has nothing to do with what they are trying to achieve? In this video, I share how to go beyond your perspective and understand the perspective of others, so you can connect with them, which is critical for Velocity.…
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While the use of video calls has skyrocketed over the past few months, my clients started using Zoom several years ago as a way to improve their closing ratio. So what is the most valuable use of video calls in the sales process? Find out in today’s video. #VelocityMindset #SalesCall #CloseDeals
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