Changing Careers is Easier Than You Think – Why Are You Waiting?

  George posted on LinkedIn that he wanted to switch careers and become a product manager. He wanted to move from being an SDR (Sales Development Rep). He has no experience, he has never been a product manager before, but he knows  it’s what he wants to do. Here’s his post. I love that George wants to make a move and love that he’s going for it. There is no longer any reason to get


Nobody Brags About Developing Somebody – Why?

I spoke at DreamForce 16 this year. My presentation was about coaching. The key quote from the presentation was this; “Nobody Brags About Developing Somebody” When I said it on stage, it was a powerful observation. I didn’t build it into my presentation. It just came to me as I was speaking. It’s been retweeted several times since, so it clearly affected others as well. You can hear my voice dip in disappointment as the


A Craft vs A Job

A craft is something we look to perfect. A craft requires passion. A craft, by definition, requires skill and the constant improvement of that skill. When we embrace our craft, we are more committed to its purpose. We are more inclined to improvement and the execution of the craft. When we embrace our craft, we are focused on the outcomes, the value it creates for others, our influence in the outcomes and how we deliver the

When you deliver more value than you're paid For,

I Had to Correct Zig Ziglar, I Just Couldn’t Help Myself -The 21st-Century Demanded It

Zig Zigler is the man, he’s earned my respect and everyone’s respect for his contributions to the sales world. But I just couldn’t help myself when it came to this quote.   Although a great quote, I think it’s a bit dated. We’re in the information age of the 21st-Century and fewer and fewer people care about how much you do. We care more about what you deliver. During the industrial age, jobs were more

Could Creating a “Streak” Be The Secret To Big Time Success?

I met Terry Lancaster yesterday. He’s an energetic, fast-talking Southern boy from Nashville Tenessee. Terry is the author of Better, Self-Help for the Rest of Us and a guest on The Word.  We had a blast. Terry is a passionate dude who wants to change the world. Terry has this; anything is possible attitude that just jumps out at you. A self-admitted caffeine addict, it’s hard to argue with him as it’s hard to know whether it’s the

Make Your Prospects Say No!

It’s not your job to say no for your prospect. Make your prospect say no! When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?    Here is a tip: Don’t stop calling until they respond with a no! When you stop calling before your prospect says no, you’re saying NO for them and

What vs. How

“WHAT” is the end goal; it’s directional!  “HOW” is the journey…” The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is. Check out this video and see what the truly best sales leaders do to win. Do you know the difference between WHAT and HOW? You should, because

No one Cares about YOU or Your company!

No one Cares about YOU or Your company!  Rule number one in sales, no one cares about you or your company: No one cares how long your company has been in business or who your customers are. No one cares where you’re headquartered or how many offices there are. No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years.  No one gives