The Real Key to Success

The Real Key to Success

Elon Musk, Steve Jobs, and Jeff Bezos have a lot in common:

  • all are successful innovators

  • all have consistently challenged the status quo

  • all have an estimated net worth well over $10 billion

This kind of success takes more than intelligence, it takes savviness.

True success is less about a skill set and more about a mindset. Specifically, a beginner's mindset.

Do You Fail at Feedback?

Do You Fail at Feedback?

As a sales professional, you are consistently reminded to mirror your buyer’s personality. GET IN THEIR OPERATING REALITY, you hear. Or, FOLLOW-UP, MAKE IT EASY FOR THEM TO TAKE ACTION.  So why is it that when it comes to managing a salesforce, sales managers’ first line of feedback is “HIT THE PHONES, JACK!”? 

Is it not true that your salesforce is essentially your customer? Should you approach feedback with a different mindset?

No one will dispute that feedback is crucial to continuous growth…

Where Salespeople Go Wrong in Client Meetings

Where Salespeople Go Wrong in Client Meetings

Steve Jobs had a great approach to meetings: he established a DRI - a directly responsible individual - For each line-item on the meeting’s agenda. This person was tied to the delivery and/or follow-up necessary to bring each task to completion.  

As a salesperson, you are always the DRI. Don’t leave your meeting without knowing what’s next.

While you can’t control every aspect of client relationships, controlling what you can is important. Organizing a productive meeting is one of those controllable factors.

When Will Your Sales Hires Reach a Tipping Point?

When Will Your Sales Hires Reach a Tipping Point?

The Tipping Point, by Malcom Gladwell is a staple in the required reading at most business schools. It’s defined as: That magic moment when an idea, trend, or social behavior crosses a threshold, tips, and spreads like wildfire. 

When applied to new sales hires, I think it can be translated into: That magic moment when your sales person stops costing you money and starts earning you money.