14
Aug2018
There is scientific research about why some people are more successful and motivated than others. There are people who study this subject. You and your salespeople need to know what they know.
21
May2018
You already know how to be more productive. Think about how your behavior changes the week or two before vacation. Learn how to keep crushing the cockroaches of the productivity world with one little hack.
12
Mar2018
Top performers make a lot of money, but new research shows that isn’t what’s driving them to succeed. Find out what is and see if you’re surprised. You shouldn’t be.
15
Jan2018
Well, I didn’t win the $431 million dollar lottery, but I’m still happy. In fact, I may be happier than the winner. Possessions and money don’t necessarily bring happiness. Find out what does and why it can positively impact your sales success.
20
Nov2017
This is a true story of how getting fired early in my career made me a better salesperson. It’s also Chapter 1 of my brand new book, 23 Shockingly Simple Sales Ideas, which will be published soon as a paperback and a Kindle book. I’ll let you know when it’s available.
17
Jul2017
One of the best ways to “train” salespeople is by letting them share their war stories with each other. It’s true. And yet, we often are too busy telling them what to do than to hear what they have already done. Share this with your team and, then, let them share their stories in the next sales meeting. Less work for you. But just as much learning for them.
15
May2017
I quote James Surowwieki, author of The Wisdom of Crowds in the first five seconds of this knowledge bite. And then, I share an idea on how to unleash the wisdom of your sales team with a technique called “brainwriting.” Find out why it’s better than brainstorming. Here’s a link to the Chicago Tribune article I quote.
11
Jul2016
"Nobody performs better under pressure." That’s what the research of the authors of Performing Under Pressure assert. Discover how to see pressure as an opportunity rather than a threat. That’s what top performing athletes and businesspeople do.
20
Jun2016
Distracted walking is a growing source of pedestrian injuries. This Instant Sales Training session addresses "distracted working." That can kill a sales career. Discover how to bring relentless focus to a key project and ratchet up your performance.
31
May2016
Eric Zorn, a columnist for the Chicago Tribune, shared a powerful self-improvement idea in Sunday’s paper. I’m implementing it today in my own life. You and your sales team may want to consider implementing it too. You’ll know in a couple of minutes whether or not the idea resonates with you and your team as much as it did with me.
09
May2016
The words you use to describe what you do are very important. Watching John Blackstone’s profile of country singer Keith Urban reminded me of that very important lesson I learned 25 years ago. Learn and embrace this lesson sooner rather than later.
02
Feb2016
This session contains a real war story about the importance committing to a mission larger than yourself. The majority of the POWs imprisoned in the infamous “Hanoi Hilton” returned home and lead full and successful lives. Psychiatrists and psychologists have studied them for years to find out why? You’ll find out why and how it applies to your success in about 7 minutes.
25
Jan2016
Visualizing success isn’t the answer. You actually have to take action. In The Martian, Matt Damon’s character is left behind by the crew. He decides early on, “I’m not going to die here.” Then he takes action to make that so. Turns out surviving on Mars and thriving in sales have a lot in common.
07
Dec2015
We focus on getting salespeople to perform better. However, Tim Gallwey suggests that helping salespeople focus on enjoying their jobs can be a better way to get them to perform. Discover two powerful concepts from Gallwey’s The Inner Game of Work. Challenge your sales team to enjoy what they’re doing and see how that can lead to improved performance sooner rather than later. Your philosophy of sales management is about to change. But you can handle it.
