Motivational Speaker
Instead of teaching sales people traditional sales skills, how about giving them the tools to be creative and close more deals? This is what Brad Holtzinger, Worldwide VP of Sales at a technology company did. Looking at the sales process, he was dismayed when sales people would uncover deals and then bring in the various…
Friday night Johan Santana threw the first no-hitter for the New York Mets in the 51 year history of the club. Santana, the Mets Ace, was out all of last year recuperating from arm surgery. During this gem of a game, Santana’s pitch count was rising. Normally, a manager does not want to see a…
Today, June 1st, is my daughter Amanda’s 18th birthday. I vividly remember 18 years ago at 10:10am holding my daughter for the first time seconds after she came out of the womb and the doctors handed her to me before she was cleaned up. I looked into her precious eyes and wondered how she would…
Paul Dominguez, a friend and mentor, always tells me to stay in communication. What he means by that is if we are not talking to others for an extended period of time, we are susceptible to our own negative thoughts and assumptions. Want to get out of a bad mood, call someone up and talk…
Many people mistake being a good manager for being a good leader. Managing is only one of three core responsibilities a leader needs to have in order to succeed. They are: Critical Thinker- ability to remove emotion and think of all alternatives and options on how to move a department, organization, project…
The secret to doubling your sales is what I call the simple truth of selling. Selling is not about show and tell, where you regurgitate all of your features and benefits hoping that one of your points will motivate a customer to buy. Rather, the simple truth is simply asking the customer about the results…
Companies are losing the battle of sales and customer service because their reps are not trained in critical thinking. Instead, they are loaded with scripts and computer programs on what to say next versus the next logical step one should take to help solve the problem and build customer loyalty. The key to building any…
The other day I came home and my 17 year old daughter said she can not get me out of her head. I asked her what she was talking about. She said “every time I procrastinate or think about a task I either don’t want to do or find it hard to do, your words…
If you are seeking ways to become more successful, you have to eliminate the concept of becoming and act like you are there already. The key to achieving success is acting like you have achieved it. If you want to be a top producer, you must act like one. Do the things top producers do,…
When I was a top producer for Simplex’s Time Recorder Computer Systems division, I remember one day coming back to the office on a Monday afternoon after closing a huge order. Feeling full of myself, I walked into my manager’s office to gloat and she immediately put me into my place by asking what deal…
As a motivational speaker and sales/leadership expert I know you can only Impact your markets if you know how to prospect. Please enjoy this content laden article 10 Ways to Start Your Prospecting AND Make It Enjoyable by my good colleague Mark Hunter, CSP. Let’s face it. You can’t prospect if you don’t start, and…
Read MoreWhen we find ourselves stuck in the same place in our conversations, getting the same results, our first reaction is often to blame outside circumstances—the things beyond our control, which is usually the people we’re talking to. To turn the tables and Impact others who are critical to our success, we need to understand how…
Read MoreNeuroscience teaches us that there are two chemicals in the brain that sales execs, entrepreneurs, and influencers need to be cognizant of: cortisol (known as the stress chemical) and dopamine (known as the feel-good chemical). When we make a sales call to a prospect, we are received as an inconvenience, an interruption in the day.…
Read MoreAs a sales and leadership expert and Motivational Speaker, I find sales execs and entrepreneurs are wasting a lot of time and losing Impact on their markets by concentrating on prospects that will never buy from them. The trick is knowing when to let go. Before we can understand that, we must examine the two…
Read MoreThis past weekend the world lost a giant—three-time world heavyweight boxing champion Muhammed Ali. Ali always referred to himself as the greatest of all time, and he indeed is a great example of what it looks like when one achieves maximum Impact in the world. As a motivational speaker and a sales and leadership expert,…
Read MoreThis past Friday evening I was sitting on my terrace overlooking the Hudson River in New Jersey when I spotted two World War II–era fighter planes flying straight down the Hudson. Just as they passed me, the plane on the left started sputtering. White smoke started trailing the plane, and I knew the pilot was…
Read MoreAs a Motivational Speaker and expert on Sales and Leadership, I find that everyone is looking to improve their ability to Impact others in their lives—to influence them in order to get what they want. Yet their ability to Impact is hindered by the inability to listen. Most people only hear others, and that limits…
Read MoreAs a motivational speaker and sales leadership expert, I love to witness inspiring events that spark motivation and action. One such event occurred last week at the California Pizza Kitchen (CPK) headquarters. CPK’s CEO GJ Hart was hosting the Winter Meeting of the Chief Revenue Officer Mastermind Group (CRO), a group I facilitate, which consists…
Read MoreToday we are mourning the loss of Comedian Joan Rivers. For the the past 50 years she entertained and at times offended audiences. The reason she was a sales superstar is because she achieved success by implementing the same strategies top producers and entrepreneurs use to succeed. They are: 1. Never Take NO For an…
Read MoreWhat would life be like if you truly felt rejection as being a gift? It would dramatically improve your lifestyle and success. Why? Because rejection forces us to see what we are doing wrong and make adjustments to get better results. Consider rejection as being a measuring stick. It merely is a signal that our…
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