Archives

Mistaking Process for Greatness

In my last post I stirred some great conversations when I wrote that our competitors had mistaken Process and precision for greatness Several emails came in telling me that process and presision were the key elements of a great sales team. Let me better explain my thoughts ; Consider the British army in the revolutionary […]

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No one is dreaming for you !!

  Upper management is not taking the time to dream for you !                                                           Your friends aren’t dreaming for you                                                The folks that supply your product aren’t dreaming your dreams The competition couldnt care less if you have dreams You have to dream for yourself !! And it’s important.    I know mom told […]

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The Greatness inside of you!!

YOU have greatness inside of you                                                                You were born with enormous potential You have been overcoming since you starting learning !!                   Think about ,  You walked, but you had never walked before.  You spoke, but you had never spoken before .  You have been a high achiever for your entire life.  You have been reaching goals and passing […]

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THE FLOW IS HEADING THE WRONG WAY !!!

Speaking with another Sales Manager …  ” Donnie I finally just quit fighting it, and learned to go with the FLOW ” NO !! , THE FLOW IS GOING THE WRONG WAY !! You hear it put in a lot of different ways ;  It is what it is ,   Thats the way we do […]

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Lesson’s from the finance department

  I have had the privilege of working with some of the best Finance and Insurance professionals in the  business.  I have been mad at them, happy with them, frustrated with their process, and even amazed by their ability, but ,most of all ,I have learned from them.   It’s math not magic – failing […]

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The Economy between your ears

  We are starting to hear the rumblings again !!     The doom sayers are once again out in force , ” Gas Prices are too high, Credit is too tight, and people just aren’t buying ” DON’T GET SUCKED IN !!   The formula for sales success doesn’t change because of economic conditions, It […]

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Surf or get wet

 I have to admit I have never been on a surf board, However in observing the sport I have reached the conclusion that it is much dryer on the top of the board than beneath it.   Our profession has some similarities. WE HAVE WAVES OF OUR OWN TO NAVIGATE  – A Changing customer base  […]

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Are you a builder??

A mentor of mine shared this little Diddy with me years ago The Author is unknown, but the moral is timelessly true Which Are You?  I watched them tearing a building down, A gang of men in a busy town. With a heave-ho and a lusty yell, They swung the beams and the side walls […]

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Just DO RIGHT

So we have discussed the importance of honesty and integrity, But how do you keep your reputation and ideals in tact when surrounded by peers that don’t value the same things? A.  Establish your boundaries early   Use the probationary period ( usually 90 days)  to establish who you are.  No need for grandstanding here, just […]

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ARE HONESTY AND INTEGRITY JUST BUZZ WORDS ?

I recently had conversation with a young Sales person who felt it was his place to inform me that I was “Old School”  and that the reality is Sales people “only use Honesty and Integrity as buzz words to gain customer trust” While I agree that there are people who believe this is true, I […]

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