The Will to Prepare Outweighs the Will to Win

The Will to Prepare Outweighs the Will to Win

Slap me silly! I never thought in a million years I would refer to the Survivor show in my E Reports. But this is too good to pass up. Richard Hatch, the $1 Million winner, stated "I think I managed to win by planning early, and by early, I mean before I get there.... There was no question that I was the only person playing the game for quite a while". Richard went into this endeavor with only one thing...
Jack Welch, the $7.1 Million Dollar Leader

Jack Welch, the $7.1 Million Dollar Leader

Jack Welch, Chairman of the General Electric Company recently received a book advance of $7.1 Million Dollars, the largest in history. Set to retire next year at age 65, Jack Welch is finishing a 20-year career of leading General Electric. During his tenure, he increased G.E.'s market value from $12 Billion to more than $500 billion and provided shareholders with an average return of more than 20 percent. Mr. Welch never settled for anything but the best. He always pushed...
Bobby Valentine Manager NY Mets

Bobby Valentine Manager NY Mets

"Some people make mistakes and wait until the next game. Our guys wait only until the next inning." Bobby Valentine Manager NY Mets Translation- Stop waiting for tomorrow and just go at it again as soon as possible.
Scripts Can be Hazardous to Your Sales Career

Scripts Can be Hazardous to Your Sales Career

One of the negotiating points in the recent Verizon (formerly Bell Atlantic) phone strike revolved around the stress endured by customer service representatives (CSR) in following their scripts to the letter. According to a NY Times article, if there is any deviation from the script, the CSR could have points deducted from her performance score. In one case, an irate customer called and after having his problem resolved, told the CSR 'I hate Bell Atlantic, but you're the nicest rep...
Stinking Thinking Leads to Lousy Results

Stinking Thinking Leads to Lousy Results

Did you ever hear of Stinking Thinking? I'm talking about all of the thoughts we are prone to have that pollute our minds and prevent us from achieving our goals. Here is an example: If I said to you don't think about Pink Elephants, what are you now thinking about? That's right! You are now consumed with the thought of Pink Elephants. The mind does not filter out our negative thoughts. Instead, when we think negatively by using the words...
Task vs. Purpose?

Task vs. Purpose?

As a sales executive, are you more concerned with the number of calls your sales people are making or the quality of their calls? If you are more concerned with the number of calls, then you are a task-oriented leader. If you are more concerned with making quality calls, you are a purpose-oriented leader. If your sales people are making calls simply for the sake of making calls, they may be considered to be master prospectors. But they will be...
John Chambers- CEO Cisco Systems

John Chambers- CEO Cisco Systems

John Chambers-CEO of Cisco Systems Who leads the fastest growing company in the history of the computer industry? Answer: John Chambers. For the past 21 consecutive quarters, Cisco Systems reached it's profit expectations and has grown from annual revenues of $1.2 billion to $14 billion. According to Selling Power Magazine, Cisco enjoys the Titan position of controlling more than three quarters of the global market for products that link networks and form the hardware foundation for the internet. What's John...
Hello Pampered Chef

Hello Pampered Chef

Last night, my wife hosted a Pampered Chef party. Basically this is an excuse to get your friends together under the guise of learning new recipes and discovering new gadgets to assist your culinary efforts. The party is actually run by an individual whose job is to present a cooking program and sell the culinary tools/utensils (gadgets). As the husband who felt totally out of place, I did the only thing I could; watch the presentation and critique the selling...
Houston, We Have A Problem

Houston, We Have A Problem

When a problem comes your way, what's your response? Many of us see problems as threats to our success and existence. We tend to spend a lot of time and energy worrying about them and the impacts they have on our business. When we look at problems in this light, we are not performing at peak levels. Problems are not threats. They are opportunities to do something different and create better results. Fact is most of us are paid to...