Why Your Prospects Aren’t Buying In
The View from Above Last week I flew from Dallas to Charlotte and had the pleasure of getting a middle seat in coach. Coach is where I often sit but I try and avoid a middle seat at all costs. But on this trip, I was glad I got that middle seat. I found myself […]
The Guide to Using Goals When Nothing Else is Working
Getting Where You Want To Be About 6 weeks ago, I received a call from a sales rep from one of our clients, and he wanted my advice on how to land the real role he wanted–one that had eluded him for 17 years. He wanted to be in the Medical Group at a company […]
Introvert By Nature, Salesman By Choice
Use Your Unique Qualities for Long Term Success. I have a confession. As a sales expert, you would likely expect me to be an extrovert. Well, you’d be wrong. My confession is: I am an introvert by nature. An introverted salesperson? Weird. It’s true, and it’s why I am successful today. The Introvert’s Advantage I […]
How I Built a 7-Figure Business
A Million-Dollar Lesson In 2002, I ran into a guy I used to work with many years before. As we got to talking, he asked what my new company’s revenue was. I said, “About half a million dollars.” His response shocked me. “Is that all?” he said. “Is that all? I think half a million dollars […]
The Buzz on Being A Winner
There is no one else I know more passionate about “getting better” than my friend, Coach Buzz Williams. Buzz, who is the basketball coach at Virginia Tech, has given new life to the program there within the last 4 years. As of this year, his team has won 20 games for the third year in […]
How Goal Setting Changed My Life
Life is a series of ups and downs for basically everyone, both personally and professionally. Rarely do people find success without ever having faced some hard times. On paper, underneath my listed accomplishments and accolades, it may look as though I never struggled, but nothing could be further from the truth. The Struggle Was Real […]
Tiny Tweaks Have Big Impacts
New Year’s resolutions are something we could all get better at. Most people start the new year with a plan. They make dramatic changes to their schedules, diets, exercise routines, and whatever else they want to improve. However, by the end of January, they burn out. The big changes they made weren’t sustainable—too much, too […]
13 Phrases that Changed My Life
Technology: Answers at your Fingertips I live to learn from others, so the internet (as for everyone else) has probably been the most powerful learning tool and resource for me. I use it to I read 5 blogs religiously; I receive a business book list every day from readitforme.com; I have a Kindle and Amazon […]
7 Ways to Impress Your Way to Success
Starting a new job is one of the most important times in a person’s professional life. As someone who has hired over 50 people and been responsible for as many as 600 at a time, I have come to identify truly great hires. I also know this: as an employee, when you ask your boss […]