What a crazy week. It started with an appointment to speak with a global board in New York City. I flew in, jumped into a limo and was driven downtown, met with the board for 90 minutes, rode the limo back to the airport, and flew back to Pittsburgh. The meeting was a miss; they…
Cold Calling—Six Effective Ways to Warm Up
There are plenty of pundits who claim cold-calling is dead and an entire website dedicated to learning how to ‘never cold call again!’ Truth be told, the act of cold-calling is alive because when done correctly with a systematic proven process, sales professionals can actually thrive. Follow these tips to warm up your cold-calls this…
Time Out!
What fun we’ve been having in the great Northeast this winter… cold, cold, and more cold mixed with record-falling snow. Good news this week in an email from Clint Hurtle, the Pittsburg Pirates’ manager; pitchers and catchers reported this past week. Forget the groundhog, the skipper has spoken — spring is coming! Quick family update…
Set Your Worries Sailing—Live in Day Tight Compartments
I write this post aboard a cruise ship merely minutes after disembarking and already the cruise director is imploring all guests to, “Leave their worries behind and have a FUN time!” This is easy to do while on vacation sailing the Caribbean seas, but challenging to do during our habitual professional and personal lives. Dale…
Close Your Mouth and Close More Sales
Many sales professionals do not realize that knowing their products and services inside and out is only half of the sales equation. The other half is comprised of how sales representatives speak and relate to their prospects. Research shows that the average salesperson talks over 81% of the time during the sales presentation. Truth be…
Time Out!
I recently joined the board of a new startup nonprofit called Leadership Academy located in Chambersburg, PA. So far, a group of about nine men who have had a lifetime passion for leadership and I have all arrived at the same conclusion that Servant Leadership — or what some refer to as Level 5 Leadership…
Three Secrets to Achieving Success in Sales
Is there a secret to success? Yes, according to a recent Inc. article which explores the findings of several studies revealing how to achieve more success in life. While the principles could be applied to any aspect of a person’s life, this post focuses on how to achieve more success in sales. 1. Keep Your…
Time Out!
Embracing Level 5 / Servant Leadership: That’s my passion for 2015! My intent is to help everyone I encounter to see and then begin to move towards becoming a true servant leader. What I am discovering is that most people have an understanding of what they think a servant leader is but most struggle in…
Communication—Empower Employees in Three Steps
If life is a song, the lyrics are communication. Here are three steps to significantly improve workplace communication and ultimately empower employees. 1. Ensure Internal Information Is Accessible and Inspirational Despite today’s technologically utopian environment, information is often times poorly organized and/or unavailable to employees. This can be particularly frustrating for newer employees. If your organization’s…
Time Out!
Busyness of life…. What does your 2015 look like? What happened to the “empty nest,” care-free, life? Funny, it really does not matter what stage of life you are in we all feel the pressure to do more. For instance, look at my wife, Colleen, and my schedule of events for the first seven months…