Are we becoming afraid to think?

by | Jun 16, 2020 | Podcasts

I’m afraid for the future of our country. I’m afraid because I believe that the discipline of thinking before we act – in every circumstance and level of society — is rapidly disappearing.  In its place, we are witnessing a whole host of...

Focus, Focus, Focus

by | Jun 9, 2020 | Podcasts

“Can you boil down your advice to one word?”           That’s what a seminar participant asked me.  “No,” I said, “but I can boil it down to three:  Focus, focus,...

Two Powerful Rules to Closing the Sale

by | Jun 4, 2020 | Podcasts

Whenever I ask salespeople to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale.  Unfortunately, salespeople who don’t close consistently waste a lot of their time,...

Noise and the Death of Deep Thinking

by | Jun 2, 2020 | Podcasts

Our current level of electronic noise makes deep thinking almost impossible. Today I received over 209 email messages, had 35 postings on my Facebook page, uncountable listings on my Linkedin page, and several voice mail messages.  This was after having...

What should I read to improve as a salesperson?

by | May 28, 2020 | Podcasts

This is a response to a salesperson who asked my recommendation for what to read and listen to in order to improve his/her performance.  Way beyond that, you’ll gain a greater understanding of how to improve as a salesperson, and acquire one question that...

How well does your organization learn?

by | May 26, 2020 | Podcasts

What may be the single most important predictor of an organization’s long-term business development and survival is that organization’s ability to learn. In a world that is changing more rapidly today than at any previous time in human history, the...

Are Your Relationships a Help or a Hindrance?

by | May 21, 2020 | Podcasts

Positive customer relationships are the basis of much B2B business, right?  Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, and even provide us with a competitive edge.  It’s...

Managing Your Attitudes

by | May 19, 2020 | Podcasts

We’ve all heard about the importance of our attitudes. Usually the directive goes like this; “XXXXXXXXXX, you need to improve your attitude!” Fortunately, there is a lot more to attitudes than just the oft-spoken refrain to improve ours. ...