What Makes a Company Truly Great

If you want to increase your chances of delivering business growth and exceptional performance well into the future, read on!  The information that follows is relevant to you regardless of the size or revenue of your business. Two Deloitte consultants conducted a study of twenty five thousand companies to come to a conclusion of what […]

Is it Work or is it Productivity

Do you remember the physics definition of “Work”?  Specifically, it’s moving ‘X’ pounds ‘Y’ distance. The next definition is significant as well. Managerial Talent can be defined as: The behavior exhibited by a manager which increases the amount of productive, results-oriented, and profitable behavior on the part of others in the organization on a daily basis.  This […]

The Reason You Are Losing Sales

I’ve been in professional sales for over 20 years.  But, I don’t ever sell anything.  “What!?” you might be saying. I don’t sell anything because I sit back and let my probable purchaser take from me.  I know that if I give them enough information and ask the right questions, they will make the decision which […]

Meeting and Information Flow- How Well Do You Do This?

Having a meeting flow routine  is an important discipline all high performing organizations have, regardless of size.   I took the following from “Mastering the Rockefeller Habits” by Verne Harnish.  (A great read by the way!) There may be some things that you can add to your organization which would be beneficial. I would suggest talking […]

Time Management Problems? They’re Not What You Think!

I can’t even count how many executives, managers, professional sellers, and entrepreneurs over the years have told me they have time management problems.  Time management problems are not even time management problems.  They are GOALS CLARIFICATION problems.  Because when you are clear on your goals, you know how you should be spending your time.   […]

Dramatically Improve Your Networking Results!

Networking is a great way for entrepreneurs and professional sellers to generate leads and get appointments with prospects.    More leads- more appointments- more sales.  The formula is pretty simple. Why then are so many not taking full advantage of the networking opportunities they have? I hear a lot:  “I’m just not a good networker.” […]

It’s Not Always About Price

When professional sellers tell me they have lost sales to price, it’s like hearing nails raking down a chalkboard. Especially if it has happened over and over. Some people only buy on price.  That’s reality.  It is possible  to minimize the number of people just buying on price though. Here is what to do Price is a […]