by chris | Jun 9, 2017 | Sales Leadership
How good are the notes you take when meeting with others? Are you guilty of merely thinking you’ll remember, and as such, you don’t take the time to record what you discussed, the next steps decided on, etc? I’m sure you’re guilty,...
by chris | Jun 2, 2017 | Sales Leadership, Sales Process
Are the decisions we make no different than what everyone else would make? If all we’re looking for is average, then that’s fine. The problem is average is just that — average. It doesn’t get you anywhere. Marc Andreessen, founder of Netscape...
by chris | May 26, 2017 | Sales Motivation, Sales Process
Whenever I’m asked this question, I love watching the shock on the person’s face when I tell them my answer. My answer is simple — nobody can motivate anybody! Whoa! What did I just say? You read it right. Nobody can motivate anybody. The best...
by chris | May 19, 2017 | Sales Leadership
Who do you listen to and what do you learn from them? Recently I sat with an estimated 40,000 other people listening to 86-year-old Warren Buffett and 93-year-old Charlie Munger answer questions for 5 hours. The event was the annual shareholder meeting of...
by chris | May 5, 2017 | Sales Leadership
Sales leaders are quick to rationalize away things they know they need to do. They do so by convincing themselves a situation is improving when it isn’t or they think that with luck something will turn around. You know what I’m talking about....