PUNCH HARDER & Other Useless Advice

I was listening to an interview this week with a retired MMA fighter and one of his comments stuck with me all week.   He was telling a story about one fight that he was losing badly and the advice he received from his trainer to “punch harder’ and that is what he set out to [...]

By | May 4th, 2020|Info Articles|0 Comments

Three Traits of Great Sales Teams

In order for a team to be successful, all the members must exhibit some specific traits. Teams don't automatically work by simply putting a few highly skilled people together and expecting great results. To deliver a fantastic performance, individuals on any team have to work well together, stimulating and engaging with each other. Great sales [...]

By | February 11th, 2020|Info Articles, Sales Training Programs|0 Comments

How to Overcome Procrastination

If you ask anyone if they are a procrastinator and they say no, then they are a lying.  We all do it — we just happen do it at different ends of the spectrum.   I know I am at the high end, and it is something I have to work on every day.  As a [...]

By | February 4th, 2018|Info Articles|0 Comments

Hitting it out of The Park While Striking Out

Last night was the first game of the fall baseball season for Little League. I was the coach AKA Dugout Coordinator for my son’s baseball team, and my job was to make sure the kids bat in order.  It is also my job to check in with the boys when they are on deck.  As [...]

By | January 12th, 2018|Info Articles|0 Comments

Six Power Ratios

Doctors in the developing world measure their progress not by the aggregate number of children who die in childbirth, but by the infant mortality rate – a ratio of the number of births to deaths. Similarly, baseball’s leadoff batters measure their “on-base percentage” – the number of times they get on base – as a [...]

By | October 27th, 2016|Info Articles|0 Comments

Do you Chunk? How more is ruining your business

How much time do you have to capture a potential buyer’s short term memory to sell you products? 5 seconds, 30 seconds, 1 minute? But wait… you have so much to offer. Many companies think “more is better,” but in the real world, long lists of features and benefits will also cause prospects to disconnect. [...]

By | August 26th, 2016|Info Articles|0 Comments

Dead Man Walking Have your salespeople given up or are they just extinct?

Many companies struggle with a sales cycle that is too long or are challenged with salespeople who will not call prospects they don't know. As a result, many salespeople spend too much time with prospects who will not buy. Complicating these issues is only 13% of sales people are able to get past a gatekeeper. [...]

By | July 26th, 2016|Info Articles|0 Comments

The BIG Lie! If you show them how they will do

What exactly is "The Big Lie"? It's the words "More sales training." Becoming a big success in business almost never comes from spending money on more training. There's training for just about everything regarding sales. People are always telling company owners and Presidents if their salespeople had more training they will drive more sales. It's [...]

By | June 26th, 2016|Info Articles|0 Comments

How to Get Rich in 3 (Really Difficult) Steps

Becoming wealthy may not be your primary goal, but if it is, there is a reasonably predictable way to get rich in America. Step 1: Ignore Your Parents Parents around the world typically encourage their kids to get educated so they can get a ‘good job.’ This may mean becoming a doctor or lawyer, although [...]

By | February 6th, 2016|Info Articles|0 Comments