Sinclair Lewis
"…the Romantic Hero was no longer the knight, the wandering poet, the cowpuncher, the aviator, nor the brave young district attorney, but the great sales-manager, who had an Analysis of Merchandising Problems on his glass-topped desk, whose title of nobility was 'go-getter' -Sinclair Lewis TRANSLATION: There's nothing more valuable than a Titan sales executive being on top of his market and knowing where he is, where he wants to go and what he has to do to get there.
The Growth Factor
The number of times I have encountered the "Apple Effect" are too numerous to count. What is the Apple Effect? It is the textbook example of when entrepreneur Steve Jobs started Apple Computer in his garage and grew to epic proportions. Jobs ran into trouble when the company reached a certain point and required a different leadership style to continue growing. The entrepreneurial style of leadership is crucial for any new organization. It even is required to keep existing organizations...
Are There Any Doubts?
At the beginning of this school year, my daughter Amanda entered 2nd Grade. Every week, they would take a spelling test which consisted of three parts: The current week's words, bonus words (which were harder) and special sentences. Children were not required to do the bonus words, only if they wanted extra credit. For the first two months of the year, Amanda stayed away from the bonus words. Her self-doubt prevented her from taking the risk of trying. One day,...
Donald Raad CEO MSWLI Travel Group
Donald Raad CEO MSWLI Travel Group- WWW.MSWLI.COM Imagine being the head of a $7 Million travel agency in Feb 1995 and all of a sudden have the airlines announce they are cutting your commissions? You may think this spells disaster. Not Donald Raad. To him, it meant here's a huge opportunity to increase his competitive advantage. Before the airlines cut their commissions, company's like MSWLI had trouble competing against the big travel industry players. Their volume of business was so...
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...