Are You Hiring the Right People?
by Mark F. Herbert
I typically have an instant response for executives and business owners who ask me what differentiates great companies from “good companies”. My response is…
What Would Happen If…
I have had a recurring thought over the last several months. What if all sales jobs were commission only? It is a question that generates a variety of cause & effect ideas and implications. I knew it was time to share this discussion with our readers when I received the email…
Harness the Power of LinkedIn!
I recently had the honor of being a guest on the BusinessCast Podcast. Listen to the show as I share some of the techniques I’ve used to harness the power of LinkedIn!
Your Thinking is Your Everything
Last week I walked into an elevator along with two other gentlemen. “How are you guys doing?” I asked. “Good,” said the first man, and the second one responded, “Good so far, but we are only halfway through the week.” I didn’t say anything more, but two thoughts immediately came to mind…
Are You Setting the Right Goals?
by Richard Fenton
Most sales people operate with the following mental model: they see themselves in the middle, with success on one end and failure on the other. They do everything they can to…
Your Happiness is Your Responsibility
Sometimes leaders get caught up in trying to make everybody happy, but happiness is an emotion, and it isn’t your role to manage people’s emotions. There will always be those who sit around waiting for someone else to…
Creating Urgency
I would venture to guess that every one of us has at least one prospect right now that is dragging their feet. They like what you have to offer, but they just won’t pull the trigger…
Winning with Commodities
There are three ways to win the commoditized sale. Although it sounds simple on paper, putting all three together is a huge challenge…
What is Your Response-Ability?
We have all heard it said, “Focus on that which you can control.” Many will say the two “controllables” are activity and attitude. I believe there is a third…
Meeting Hijacker
Is it just me, or do non-performers often seem to be the most vocal during staff meetings? Depending on whether you are a peer or a manager, the answer to the following question is likely to be different…
