What Core Values Matter Most?
It is difficult to choose what you value and be prepared to defend it when things get hard.
How to Avoid the Perils of Promoting People Based Primarily on ‘Fairness’
I have seen dozens of bad promotions stifle growth and create a toxic vortex for the company.
What Is My Company’s Mission?
You posted core values on your wall, maybe a code of ethics and the employee handbook. Why didn’t they do as they were asked?
What Is Your Company’s Purpose?
You see them everywhere. Customer-centric aspirations that feel nice. They seem nice. I bet they’re nice. I call shenanigans.
Don’t Mess With My Rewards!
I was pissed off before I even read the email because I knew what it was going to tell me.
What Is A SMARTER Vision For Your Company?
Aaron had no money, no prospects, and owed a bunch but he wasn’t a quitter and is now running a 44-million-dollar plumbing company.
Sales Process Fail: How Many Dollars Are You Leaving On The Table?
While the signs of sales underachievement are obvious and endless, the root causes are usually very specific.
Vincent Van Gogh, Torture of Belief.
He knew what he wanted, and he was going to get it. Surrounding yourself with people who believe in your dream makes the difference.
What Do You Want to be Known For?
The NCAA championship game demonstrates how the impression your organization creates ultimately stems from leadership.
The 4 Humors Of Buyers (And How To Sell To Each)
If we unmask how the sales process works, it’s simple: You make the sale when your beliefs align with your buyers’ beliefs.
3 Common Hiring Mistakes And What To Do Instead
One of the most common mistakes that I’ve had to correct is to hire people who you like.
The most expensive answer you should know
“How Much” has one answer. Correct answers advance a sale. Wrong ones detour around it.
How To Get The Most Value From Your Sales Training
Ebbinghaus would tell us that most of our training is quickly forgotten, never applied and never placed “in service.”
Full Price and Free — The Only Two Prices You Need
The public thinks that if you’re “still making money” at a discount, then the discounted price is — or ought to be — the “real” price.
5 Reasons Why Entrepreneurs Should Be Servant Leaders
Servant leadership has been shown to increase participation from team members, as they feel more valued and appreciated.