Paralysis Is A State of Mind
This week we tragically and unexpectedly lost a phenomenal motivational speaker and colleague, 39 year old Art Berg. Art helped tens of thousands of people push through internal barriers to achieve their desired goals. In fact, he named his speaking business Invictus Communications. Invictus is defined as being unconquerable. His clients included the Baltimore Ravens and some of the world's most recognized organizations. Having been paralyzed in a car accident at the age of 21, Art realized the restraints of...
Lancelot Negotiations
Switching channels on my tv, I came across the movie First Knight, starring Richard Gere as Sir Lancelot. In one scene, Lancelot was challenging anyone in the town square to take him on in a fencing match. A very big and strong man steps forward. A few seconds after the match starts, the two lock swords and Lancelot says “be ready to lose your sword.” A moment later, the opponent loses his sword and the contest was over. After the...
I See, I Hear, I Do!
It is a well known fact that when a student hears a concept and sees how it works, their retention level is around 40%. But when they actually implement the techniques, retention skyrockets to 80% and so does their level of success. The “I Do” part is mission critical and it all revolves around personal accountability. Accountability is not a new subject for Sales Titans. What is new is that we are now releasing The Titan Principle® Accountability Program. This...
Lloyd Braun
“I told them how important it is to try and not be afraid to fail.” Lloyd Braun - Chairman-ABC Entertainment TRANSLATION: This is what Mr. Braun told his children the night after he found out that David Letterman decided to stay with CBS and not sign with ABC. It was a gut wrenching defeat for ABC, which really believed it was going to land Letterman. But, as Mr. Braun said, you cannot expect to succeed if you are not willing...
John Treace and Bill Scott
John Treace and Bill Scott Wright Medical Technology (WMT) Success starts at the top. It starts with the direction and attitude of the leaders. From here, a culture builds and an image forms as to what an organization represents to the community it serves. John Treace, Sr. VP for U.S. Sales, and Bill Scott, Sr. Dir. of Sales Administration, understand this and that’sone of the main reasons they have achieved great success in their careers. Since coming to Wright Medical...
Robert Browning
"A man's grasp should exceed his reach or what's a heaven for." -Robert Browning TRANSLATION: If we don't constantly push the envelope and strive for greater results, how can we expect to reach the stratosphere of our success? (This translation by yours truly is good enough to be another quote.)
Increase Your ROI Through Referrals
Recently we solidified a new contract with a client whom I started talking to in 1996. Prior to the agreement, there were 62 points of contact with this client. Over the course of 5 years, 62 points of contact did require a moderate use of my time, even though many of these contacts were voice mail messages, e-mails, etc. By the way, can you imagine what would have happened if I had given up after the first couple of no's?...
Olympic Style Coaching
What was the biggest difference between Michelle Kwan and Sarah Hughes performances? One was skating very tight and the other one just let it all hang out. Kwan came in being the heavy favorite and the pressure was on to win it all. You could see she was tight in her moves and all of our hearts sank when she made that one fall to the ice. Sarah, on the other hand, knew she had nothing to lose. Winning the...
Frank R. Davies – AFLAC
Frank R. Davies State Sales Coordinator- AFLAC Great field leadership is the key to any organizations success. In this spirit, we honor this month's Titan- Frank R. Davies. For the past 13 years Frank has been the State Sales Coordinator for AFLAC in the Great State of Texas. When Frank started that role 13 years ago, his region did $2.9M in new business. In 2002, his region wrote $49M+ in new business. He has successfully grown his region by 25.2%...