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Success: The 4 Reasons Why Winners Win

  Last week I had the pleasure of finally meeting Gary Pittard in person. Gary is a sales guru who lives in Australia where he owns and runs a highly successful real estate consultancy that helps realtors excel in Australia, New Zealand and in Southeast Asia. He has had me as a guest on his [...]

By | March 29th, 2017|Business, Business Success, Selling, Success|0 Comments

Future Focused

I spend a fair amount of time with college football and basketball players and sometimes their coaches. I played football in college and our team won only 2 games in all 3 years that I played. In fact, one year we did not win a game. I learned a lot from that experience and my [...]

By | March 24th, 2017|Sales, Selling, Training|2 Comments

Allow Me to Vent…(Just a Little)

I see myself as a pretty positive, future-focused guy.  I love to laugh and have fun at what I do. And I have been blessed to be doing something I love for many years with people that I genuinely enjoy working with. So the vast majority of the time I am one happy guy! But [...]

By | March 16th, 2017|Business, Sales, Selling|0 Comments

Putting the Link in LinkedIn

One of the things I enjoy most is meeting young, talented individuals who are entering the workforce with an eye on sales and sales leadership.  In fact, I enjoy it so much, I have volunteered to teach a class twice a year for the past 12 years at a University in the Midwest. The Dean [...]

By | March 9th, 2017|Business Relationships, Networking, Relationships, Sales|1 Comment

In Search of Gold

If I have learned anything about great salespeople and great sales coaches it is that they are perpetually looking for an idea that is as good as gold. They are in search of an idea that they can use to improve their ability to connect with prospects and customers. They are looking for an idea [...]

By | March 1st, 2017|Pharma Sales, Sales, Selling Resources|0 Comments

Five to Thrive

The last 2 blogs I wrote were focused on increasing our ability to remember new skills. Today, I want to build upon the ideas of practice and the transfer of learning. Transferring learning means that we have transferred the learning of a new skill to the ability to apply that skill in our daily work. [...]

By | February 23rd, 2017|Learning, Pharma Sales, Sales, Training|0 Comments

A Secret Worth Repeating

One of the newsletters I receive and love is from Sims-Wyeth. They are a terrific resource for learning about presenting information to others. Last week we discussed the challenges of applying what we have learned. Here is a great excerpt from today's Sims-Wyeth newsletter (http://www.simswyeth.com/20170207-secret-good-corporate-training/) that hits the nail on the head.  It is a [...]

By | February 17th, 2017|Pharma Sales, Sales Training, Selling, Uncategorized|1 Comment

If Only We Were Elephants…

They say that an elephant never forgets. Well, if that is indeed the case, it’s Elephants 1 – Humans 0 when it comes to the Memory Game. In the late 1800's Hermann Ebbinghaus discovered a concept he called the "Forgetting Curve". Ebbinghaus was interested in studying how long individuals remembered information and his findings are fascinating. He found that within 20 minutes of being presented with new information, individuals had forgotten over 50% of that information. Within 24 hours, individuals would typically forget 2/3 of the information, and a month later, these same individuals had forgotten 80% of the information presented just 30 days prior.

By | February 9th, 2017|Coaching, Pharma Sales, Sales Training, Selling|0 Comments