Priming Salespeople for Success

September 12th, 2011

I don’t know if you are like me but I love to people watch.  In a recent family trip to beach I had 8 days to enjoy one of my favorite past times.  As our kids are starting to get a bit older they love building sand castles and just digging anywhere possible in the sand. Read More

Be Brilliant in the Basics

September 5th, 2011

Have you ever noticed when you are reading articles or watching movies or TV shows, that some things seem to resonate more than others?  I notice that certain things that I read or experience seem to jump right out at me.  These things seem as if they are speaking right to me.  It is almost if someone is sending me a message–because the timeliness is uncanny. Read More

From Comfort to Discomfort, 14 Years of Lushin

August 29th, 2011

It is hard to believe that 14 years ago I started a sales and sales management training business.  Not believing it has been 14 years is one thing, but realizing that I left the comforts of a corporate sales management job still baffles me.  No doubt that taking risks is part of my DNA but leaving a 6-figure job that was a “for sure” and pursuing something that was a “not for sure” was the biggest risk of my life.  No regrets! Read More

Sales is Full of Conflict

August 22nd, 2011

A few months back I was asked if I would speak in front of a specific trade organization.  The Executive Director heard me speak a few months back and one of the pieces that really spoke to her was our conversation around Assertive vs Aggressive.  When it came time to plan our discussion for her group this was one of the pieces she wanted me to emphasize. Read More

Your Prospects are Immune

August 15th, 2011

Many of my clients know I am big into working out. I work out 5-6 times per week on average which includes running, personal training and TRX classes. This past week my trainer took a few of us to Butler’s campus to do a workout that was different than any other we do at the gym. In each personal training session we do different exercises working on different muscle groups and even when we work on the same muscles the exercises are often different. Read More

Don’t Go It Alone

August 8th, 2011

Why is it the business owners and CEOs sometimes think they can go it alone?  Why do they think that they have all the keys and all the answers to every business issue within them?  Read More

Qualifying Your Salespeople

August 1st, 2011

It is funny how when I work with business owners they easily see the point in qualifying their prospects or having their salespeople have a good system for qualifying the individuals or companies in their pipeline. They understand why it is important to find out why prospects would buy, how they would buy, or if they even have an actual budget before deciding on if this is someone to pursue. Read More

Increase Sales with Accountability

July 25th, 2011

Business owners are under a lot of pressure to succeed. It seems simple enough to just hire good people and expect that you will have a successful, growing business. However, it is not that easy. Even the most driven sales professionals need accountability and that accountability needs to come from you, the business owner. Read More

Closing the Gap on Your Competition

July 18th, 2011

During a recent weekend of kart racing in Indiana, I added a new device to my son’s racing equipment.  It is a small camera that we used to video each practice session and race.  Each time he would come in from a session, we would watch the video together and I would point out where he was missing the racing line, braking points, and throttle input.  The video showed everything. Read More

Building A Fail Proof Sales Plan

July 11th, 2011

At a recent training conference I attended we watched a video showing a saw that had a special mechanism for when it hit something foreign it immediately stopped. First they demonstrated this feature using a hot dog but then they made it more interesting by having the inventor of the mechanism put his own finger in the saw.  As I reluctantly watched and saw the mechanism work flawlessly one word came to mind…commitment. Read More