Ever wonder why some signs are placed in awkward positions? For example, you are driving towards a major intersection, you see the traffic lights and shortly after, you notice a “Traffic lights ahead” sign. The fact that you’ve already seen the traffic lights before the sign makes that sign have no value whatsoever. In sales,
“I know my numbers.” My then 3-year old son said to his grandmother in response to her comment while they were engaged in an activity during a visit. To give some context: My mother holds a master’s degree in Mathematics and develops assessments for national and international audiences. My son, a genius in my eyes,
One hot summer day – perhaps one of the hottest days of the year – my buddy and I got together to play tennis. The temperature was about 100 degrees with a slightly higher heat index and high humidity. Conditions were harsh, no doubt. However, we hadn’t played in a few weeks and I was
Too many people seek knowledge and new ideas hoping that the acquired knowledge will help them get ahead or improve their results. Unfortunately, they are oblivious to the fact that knowledge without action is useless! Knowledge is only potential power. Knowledge and the application of knowledge is power. I interact with people from diverse backgrounds
On June 13, 2019, The Toronto Raptors stunned the basketball world by winning their first National Basketball Association championship title. This victory, over a two-time defending championship team, came as no surprise to keen NBA fans and specifically those who love team basketball. The championship run which started many months ago – before and during
As the saying goes: “The grass is always greener on the other side of the fence.” Spoiler alert! The grass is not greener on the other side. This is a timeless saying and people say and hear it often. But, do they really understand the depth of the saying? Typically, when a sales professional is
Design a sales strategy, driven by a sales process with visibility, to close more deals. Can a team or organization do without a structured sales process? Yes, they can. However, success (or failure) is more accidental without it. Organizations and teams without a structured sales process are essentially “winging it”. Winging it is not a
Networking is an essential component of a robust prospecting strategy. For the purpose of this piece, networking refers to the in-person interactions at social or business functions – connecting with others to learn about their business and share what you do. Nothing beats getting facetime with someone you’d like to connect with, shaking hands and
A bad boss is bad news for the team he or she manages, the company and customers. A bad bass can turn a cordial working environment to a toxic one, jeopardize the company’s reputation and engage in unethical acts. We’ve heard of people who quit a role not because they didn’t enjoy it, but because
The Good Book encourages us to “forgive and forget”. While forgiving may be relatively easy and has a healing effect, forgetting is not. We gain life experiences daily and the longer you live, the more experiences you have. Many of us get paid for our wealth of experience, so forgetting things doesn’t come easy. From
