Mindset is Everything

There was a time not so very long ago when I was a drastically different person. Self-improvement was a concept that didn’t factor into almost any area of my life.  Reading books on self-improvement seemed useless. Listening to podcasts and audiobooks instead of music sounded incredibly boring.  And taking a regular sales class or going to seminars was something I …

Accountability Can Change Your Life

I have conversations with people all the time about accountability.  It’s something I’ve used for years now to get things done. Without it, I wouldn’t have a business at all.  But when I start talking about it with most people, their eyes kind of glaze over. Especially when I get into the specifics of accountability partners and traps.  This can …

How Your Attachments Hurt Sales Conversations

We, as humans, have trouble letting go of things.  We still think about a favorite toy from childhood from time to time. We still miss an ex from years ago occasionally, or even just wonder what they’re doing long after they’ve probably forgotten about us. For the majority of us, we hold on to the things that are or have …

Preparation is Better Than Luck in Sales

One of my favorite sayings is, “Luck favors the prepared.” I played poker for a long time, both for fun and professionally. And sure, there’s luck involved. But it’s more about statistics and psychology than the “luck of the draw.” That’s why being prepared by knowing the math, learning about people’s typical actions and tells, and things like that are …

Why You Should Always Go for the No

In one of my earlier posts about the differences between having a Limitation vs Abundance Mindset, I opened a can of worms on another subject that can be quite divided and difficult to wrap your head around. I talked about ‘going for the no.’ If you’ve never heard of it, (I always assume people have, but I’m probably wrong), you …

How My COVID Beard Made Me a Better Person

Obviously, 2020 has sucked so far.  And while I haven’t had it nearly as bad as others, I’ve struggled too. But these struggles have led to some eye-opening realizations about myself, so there’s been some major silver lining for me.  Which leads me to my brand new beard. This may not seem like a big deal to most people, but …

Confirmation Bias and the Dangers of the Internet

When people ask me why I have this blog, my usual response is to say that I write to give myself the knowledge I wish I had in 2013. That was the time when I was trying to up my game in sales. It’s also when I was asked to help build a website design agency with my friend. The …

Company Culture Seen from an Interview

I’ve been talking a lot about company culture lately.  While I think a lot of businesses are starting to recognize how important it is, there’s still a long way to go before it’s a huge, consistent consideration with every company.  Especially in the sales department.  Anyway, all this talk about it reminded me of a disastrous interview I had several …

Having a Full Pipeline is a Lifesaver

I had a conversation with a friend the other day that bothered me on so many levels. Okay, I can be easily bothered occasionally, but this one was a doozy.  It’s something that a lot of us have done. I know I have. But hearing about it from somebody else made every bell in my brain ring at full volume. …

Honesty Goes a Long Way with Prospects

I was talking with a networking contact the other day, and he had recently started his business and was looking for some advice.  We talked about his target market, what his services included, and the product options he offered. I told him it all sounded pretty good to me. Honestly, he was way further down the road than a lot …