Far too many people fall prey to the many ills of modern society: smartphone addiction, the outrage culture, information overload, the list goes on... One common mistake today is being lured by the new and ignoring the great. If you’re in business and haven’t read Peter Drucker's work, you should. Drucker is the grandfather of
Just when I thought today's music scene couldn't get any worse, I discovered a bright shining light from Michigan last year in the form of Greta Van Fleet. A bunch of kids (three brothers and a drummer) with a weird name (a version of an actual person's name), a great groove, big vocals and a
It has never been experientially proven that your performance is improved by comparing yourself to someone else. So stop doing that. The only way you can improve your (or your business') performance is to evaluate your own performance relative to yourself (or your business). Many years ago, I was running along the shore of Lake
In a previous post, I identified nine ideas for getting sales back on track. Now, I'll focus on seven more. 1. Call five of your best customers, just to check in. Don’t try to sell anything. Just be interested in them — like this: I was thinking about you the other day and wanted to
We’ve all been there. Everyone else seems to be putting numbers on the board and you’re not. Here are some new numbers for you: nine key actions to break out of your slump and return to form. 1. Review your three greatest sales ever. Find commonalities: time of day, type of product, personality styles. Then position
In my book, Accelerate the Sale, I detailed research by Tel Aviv University professor Shmuel Ellis, who conducted a revealing study of after-action reviews with two companies of soldiers in the Israel Defense Forces. He demonstrated that soldiers performing successive navigation exercises learned at a significantly higher rate — and improved their future performance — when
Tough to build and easy to lose, credibility ranks as one of the primary characteristics of a successful and persuasive sales professional. A basic determination of credibility can be found in the way you answer this question: Can people believe what you say? Credibility is influenced by three things: • Technical competency • Track record •
In a recent post, I wrote about the importance of referral business and promised to share with you ways to consistently produce referral business. Here we go... With so much evidence proving why referrals are important – and enough consensus among sales professionals regarding the positive nature of referrals – why are they still underutilized?
It goes by different names: Juice. Giggle gas. Some people even refer to it as “having a bottle in the bag.” Whatever you call it, nitrous oxide is a favorite additive for go-fast types everywhere. When nitrous oxide is injected into a motorcycle's combustion chamber, it allows more oxygen into the fuel/air mixture, making for
When people are exposed to carbon monoxide — either intentionally or unintentionally — it has the same effect. In small doses, it causes headaches and dizziness. In larger doses, it leads to unconsciousness after just two or three breaths. Death can follow within three minutes. Here is a (hopefully) metaphoric question: Are you breathing your