Sales
In any family or business organization, each of us plays a different role and has a different set of responsibilities. Our ability to collaborate helps us achieve more and do it faster than if we relied on trying to figure it out on our own. When we all contribute our individual Velocity, we succeed as…
No matter what the world throws at us, we all have a choice in life: To think about what we can’t accomplish, because of limitations and fears, or to focus on what we want and allow our creative genius to unleash itself. Which one will you choose? #VelocityMindset #HiddenOpportunities #ReachYourGoals #SuccessMindset #FocusOnWhatYouWant
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
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
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…
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…
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
If I had to pick one thing that strips Velocity from all of us, I’d say it’s having the wrong goal in mind when communicating with a potential client or customer. Wrong goals lead to wrong actions and deliver the wrong results. So how do you set the right goal? Watch today’s video to find…
Whether in business or personal lives, we often search for easy ways to achieve our goals. But what does it really take to get to the top of the mountain that I you are trying to reach? #VelocityMindset #PathToSuccess #AchieveYourGoals
Let’s be honest, we all have to find innovative ways to navigate these turbulent times. When we find ourselves in a crisis, we have to overcome challenges that affect our performance or our ability to lead. The good news is that there IS a solution! #VelocityMindset #leadership #CrisisManagement
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…
Read More
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…
Read More
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…
Read More
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…
Read More
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…
Read More
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.…
Read More
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…
Read More
As you create your sales plan for 2024, what’s the one issue you must pay special attention to? That one issue is your ideal customer profile, because that’s going to determine whether or not you gain velocity in your sales efforts. Picture business 2012: I was just voted as the Vice President of the National…
Read More
In the early ‘90s, I trademarked the phrase “The Question Man™.” I believed then, as I believe now, that the answers to your success lie in the questions that you ask. At that time, I had a great client, Hertz Equipment Rental, that rented backhoes. It was a division of Hertz Rental Car Corporation. The VP of Sales was…
Read More
When times are tough, and the flow of customers into your business is slowing down to a drip, what’s more important: marketing or sales? I had that conversation yesterday with the CEO I was coaching. He sells very high-end custom furniture. Because of the economy, he was complaining that the flow of traffic into his…
Read More