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  • Blog Post: Earn Your Success, Pay the Price

    Earn Your Success   Pay the Price A good friend of mine always told me that you “earned success” and you had to accept the fact that their normally was price to pay for that success.   When I work with my client’s sales teams I always inquire about their goals, actions and commitments to achieving...
  • Blog Post:

    Sales Leadership: Getting Refreshed Last week on Thursday in Ft Lauderdale, Fl  I provided a closing Keynote program for an international association annual conference,  the program was based on a topic that has proven to be very popular: Gourmet Living: building a menu for life. D uring the same week...
  • Blog Post: Merry Christmas: Find a Cause

    Merry Christmas:  Find a Cause During most of my keynote programs  I discuss my three rules to Create a Gourmet Life , in most of my client engagements I also discuss the elements for creating a culture of high performance. In both situations I like to reinforce that there is a need to align the soul...
  • Blog Post: Sales Leadership: 2013 Sales Theme

    Sales Leadership:  2013 Sales Theme Last week I was speaking at a conference on: “ Building and Maintaining Sales Motivation ”, after the program several individuals came up to discuss my concept of a “Drive Statement. At this time of the year everyone is working on your sales business plans for...
  • Blog Post: Sales Leadership: Finding Fresh Air

    Sales Leadership: The Need for Fresh Air Last Tuesday around 10pm I had just gotten back to my home from a neighborhood activity, sitting down on my porch, turning on the TV to catch the last news of the day, I checked my phone for email. This is not an unusual practice for me as our client base can...
  • Blog Post: Sales Leadership: Salesperson Business Plans

    Sales Leadership: Planning for the Second Half of the Year Last week after meeting with a new client I started to lay out a project plan and identify the various challenges we need to address to increase the performance of the entire company. One of the first items we needed to address was the lack...
  • Blog Post: Are You Facing Sales Fatigue?

    Are You Facing Sales Fatigue? The past three years have been a challenge for most partner organizations. The economy has caused sales teams to face declining prospect budgets, more competitive bidding, fewer opportunities, lower incomes and general personal stress.   As someone that works with partner...
  • Blog Post: A Sales Manager’s Recipe: What is Cooking in 2012

    A Sales Manager’s Recipe: What’s Cooking in 2012? Last week after a keynote program called Gourmet Living, an attendee came up to me afterwards and discussed her challenges as a sales manager.  The last three years have been tough and she was looking for new ideas for 2012 to excite her team and also...
  • Blog Post: Make 2012 Your Best Year EVER!

    Make 2012 Your Best Year EVER! Is the market going to be better for your products/services in 2012? Or will your sales team face another tough year to achieve their sales objectives?  Recently I have been writing/talking about an issue facing everyone-your salespeople, your management team and your...
  • Blog Post: Ingredients for Success: A Gourmet Life

  • Blog Post: Sales Leadership: 10 Sales Kick-off Idea’s

    Sales Leadership: Ten 2012 Sales Kick-off Meeting Idea’s   While working with a client last week it became obvious that we are moving into the time to  prepare 2012 budgets, new compensation plans and something most sales manager’s don’t take enough time in developing;  their 2012 Sales Kick Off meeting...
  • Blog Post: Step One: Creating Your Menu for Life: Passion of Impact

    I thought this week that the message must be upbeat and positive, last week we discussed how sales leadership must be the linchpin to lead your organization out of the a tough economy, in this video I speak to the need to help others, to mpact their lives, with the end result being your life will be...
  • Blog Post: Sales Leadership: Be a Postive Force

    Sales Leadership: Be a Positive Force   It’s been a tough past few weeks; it’s been hard to listen to the chaos in Washington DC, the impact on the US stock market, continuing war issues and the lack of strong economic growth.  Last week I wrote about the summer blahs and sales leadership’s responsibility...
  • Blog Post: Take Advantage of the Opportunity

    Take Advantage of the Opportunity of Lifetime   Take advantage of the opportunity of a lifetime, during the lifetime of the opportunity ! I use this phase in my keynote program on Gourmet Living; I have coined it as a Thoreson Theorem.  In each of our lives we all have special times or events that...
  • Blog Post: Gourmet Living: Your Life’s Pizza

    Gourmet Living:  Your Life’s Pizza Ahh summer is here, the fourth of July was celebrated with parades, fireworks and many family and community get together’s.  I hope your weekend was a terrific time to celebrate America. On Saturday,  we spent the evening on the dock, cooling off with frequent...
  • Blog Post: Building Culture to Increase Profits

    Sales Leadership: Building Culture to Increase Profits Did you know that when you lose a salesperson, it costs you 4 times what you paid that person during their employment?   These costs include not only salary, but benefits, lost sales/profits, time of management support, training costs, and in many...
  • Blog Post: The Man Who Sold Hot Dogs!

    First let me state this: I did not write this week’s blog. As sales leaders  we have 3 aspects to our job.  We must focus on the “role”  we play, we must focus on the “strategic” side of our job and we must focus on  the day to day “tactics”, the story below...
  • Blog Post: Sales Leadership: Why Winners Win!

    Sales Leadership Thoughts:  Why Winners Win! Last week after speaking at a conference a person mentioned to me she really enjoyed the topic; Why Winners Win. It is one of my favorite parts of the keynote and the four points I make wrap up many of the beliefs I hold, so I thought I would share them...
  • Blog Post: Sales and Sales Management Resources for Everyone

    Sales and Sales Management Resources for Everyone This week’s blog is unique; first I am excited to announce that our blog was recently rated #19 out of the top 50 sales blogs in the US.  This list is a great resource any salesperson or sales manager, check it out. http://school.salescrunch.com/salescrunch...
  • Blog Post: Creating a Vision for Your Life or How to Develop: Gourmet Living

    Creating a Vision for Your Life or How to Develop: Gourmet Living After speaking at a sales conference this past week where my title was:   Gourmet Living, Creating a Menu for Life an attendee asked me a great question.  She said: “you spoke about creating a vision for your life and a passion for impacting...
  • Blog Post: The Difference between Average and Top Performers

    The Difference Between Average and Top Performers  In preparation to speak at a sales award banquet this week I was thinking about what kind of message I wanted to leave with the audience and in thinking though  a  variety of ideas I realized it maybe a common  concept that ALL sales leaders must reinforce...
  • Blog Post: What a Grand Week for Personal Leadership!

    What a grand week for Personal Leadership!  Last week in my blog I wrote about the importance for sales leaders to focus on building belief and the need for your sales team have emotional commitment to your company and your products/services.  On Tuesday I spoke on the first day of a three day national...
  • Blog Post: Vince Lombardi as a Sales Manager

    Vince Lombardi as a Sales Manager I promised myself I would not do a blog on a Super Bowl theme, I promised.  But since I grew up in a small town in western Wisconsin, that actually had a “packing house” or to everyone else a meat plant and lived through the early glory years of the Green Bay Packers...
  • Blog Post: Sales Management: The Need for Creativity

    Sales Management: The need for creativity! This past week I had opportunity to work with a great client at their worldwide sales conference in Miami. During the two days, I spent several hours with their sales management team and four hours with their salespeople, they have a great sales culture and...
  • Blog Post: Sales Leadership: What? All my numbers are back to zero?

    Sales Leadership: What?  All my numbers are back to zero? Yes, that is the reality of every sales organization at this time of year, even with sales backlogs, recurring revenues and hopefully a pipeline of opportunity-this is a psychological issue that you, as sales leaders must address. There are...