I am a huge proponent of observable behaviors. I’m constantly watching others for those behaviors which I consider to be desirable as well as undesirable. Would there be any reason to believe that observable behaviors would not again be displayed in any setting? How about this … NONE. Let’s start by looking at both …
I used to be a terrible procrastinator and the results were often painful including damaging relationships with my clients. I’m not sure what happened or when, but for at least the last 20 years, I’ve done a complete 180. I am now consumed, and that’s an accurate description, with completing tasks ahead of time. It’s
I’m not sure of how and when I developed this trait, but it seems that I have always taken ownership of all aspects of project management with my clients. Ok, to be fair, I’m a bit of a control freak and delegating isn’t exactly my strong suit. These are a couple of the reasons why
We have probably all heard the phrase “Good, Better, and Best”. This is typically used in product comparisons. The same might hold true when related to performance. Let’s take sales as an example. While we all want to be the “best”, what if your current status is only “good”? Is being the best too far
When I began my B2B sales career in 1977, there was no such thing as a sales tool. The only things we had were feet for walkin’, knuckles for knockin’, and a digit for dialing. Dialing from the office, or if you were on the road, from a pay phone — remember those? No cell
On Consistency and Your Sales Process
Doing a great job is fine, but it’s not enough. The real question is … will you do it consistently? While we start out good, we may later become lackadaisical and it then goes downhill from there. I remember back to when I became a sales trainee with a national office products company. This firm
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