The Three Risks Every Sales Professional Must Embrace

No risk, no nothing! If you have been in the sales profession longer than 10 minutes, you know all about risk. Risk is defined as “exposure to danger.” Danger surrounds sales people everyday. It could be in the form of a manager, vendor, prospect, client, product, or service. That list could go on and on, but […]

Embrace Risk

What’s the One Word that Motivates You Each Day?

What’s the One Word That Drives You? If you had to pick one word that gets you out of bed each day and motivates you to attain success, what word would it be? My business partner asked me this question recently and I had never really thought about it in great depth. There are many […]

one finger

How Do You Define Value? Hint, It’s Not About You

The term value is often thrown around, but can not be quantified. Why? Value is subjective and is based on perception. Here’s the key, value is a feeling and it cannot be defined by you. The perception of value is not dependent on what you think is valuable for your prospects and customers. The ONLY […]

value

The Future is Bright for Business

Don’t discount Millennials solely based on perception. I often hear that tomorrow’s business generation of Millennials (today’s high school and college kids) do not possess the skills needed to make it the professional world. I hear that young people can’t look you in the eye, carry on a conversation, or communicate other than by text. I […]

Brent and Robert ISU Intern Fair

Living fearlessly is not the same thing as never being afraid. It’s good to be afraid, occasionally. Fear is a great teacher. What’s not good is living in fear, allowing fear to dictate your choices, allowing fear to define who you are. Living fearlessly means standing up to fear, taking its measure, refusing to let it shape and define your life. Living fearlessly means taking risks, taking gambles, not playing it safe.  It means refusing to take “no” for an answer when you are sure that the answer should have been “yes.”  It means refusing to settle for less than what is your due, what is yours by right, what is yours by the sweat of your labor and effort.

You Gotta Believe Baby!

Most sales professionals attribute their sales to clever marketing, great products or services, and the best pricing. While all of those attributes may be part of sales success, the key ingredient to all highly successful producers is belief. Belief is not about being smarter than your competition or putting in more hours (although both certainly […]

believe in yourself

The Best Investment You Can Make

“Income seldom exceeds personal development.” Jim Rohn A new year is here. What feelings do you have when a new year arrives and the past year fades away? Excitement? Opportunity? Regret? Ambivalence? Hope? Fear? Desire? Uncertainty? Fortitude? These are all common emotions when analyzing your future and remembering the past. Often times, it’s easy to […]

2015 picture for blog

Sell With Your Ears, Not Your Mouth

If you are in sales there is a good chance you like to talk. I have had sales meetings in the past when I walked out of the appointment sky-high because I felt like I said everything right. I used fancy phrases, intelligent terms, and felt I dazzled the prospect. Unfortunately, that feeling of elation […]

Listen to sell

Are You Accountable?

Last week I lost an account that I have had for many years. It came as a surprise and like many upset salespeople, here were my first thoughts. The customer messed up! The customer didn’t understand how lucky they were to have me. The customer didn’t communicate well. The customer was manipulated by my competition. […]

pointing finger, blame

How Long Will You Wait to Move in for the Kiss on Social Media?

Imagine this scene. You are on a first date. You have some dinner and shallow conversation. Things are going ok, but there is no real connection at this point. Even though the timing is not right, you reach over to land a big smooch. Can you say awkward? Of course this seems silly. Yet, I still […]

Stop Kissing on the Your first Social