• If You Want To Be Lucky...

    Posted August 30 by Dan Waldschmidt

    If you want to be lucky, work harder than everyone else around you. If you want to be lucky, practice delivering kindness to those you meet each day. If you want to be lucky, develop new skills before you need them. If you want to be lucky, be a good friend to the ones you already have. If you w...

  • Check “Mate” for the Checklist: Saying Goodbye to a Checklist Sales Approach

    Posted August 28 by Christopher Kelly

    When playing chess, a winning strategy requires having the king piece “covered” so that the only move possible is foreseeable and controllable. Such is the strategy that requires a thoughtful and holistic approach—and such is the case with sales strategy. Some of us are guilty of&...

  • Changing Your Sales Domain? Here Is What You Need To Know

    Posted August 25 by Anand Srinivasan

    An ex-colleague of mine recently changed job. He moved from an online media portal where he sold ad spaces to advertisers to selling alcohol to corporate customers. He justified the move saying the skill-sets at both the jobs basically remained the same – finding prospects, getting an appointm...

  • Don't Throw Away Your Chance At Glory.

    Posted August 24 by Dan Waldschmidt

    Champions look at success differently than everyone else around them. For them it’s not about what awards they win right now. It’s not about feeling good right now that matters most to them. It’s about doing whatever it takes in order to get to where you want to be. About d...

  • Why Suffering Is The Secret To Success

    Posted August 16 by Dan Waldschmidt

    You will do just about anything to avoid suffering. That’s just how you’re wired. Problems and pain and potential risks are scary. And when you don’t think you need to experience any more hurt, it’s all too easy just to back down from the fight and let someone else abs...

  • Breaking news: Old School and New School Sales Can Co Exist

    Posted August 6 by Christopher Kelly

    Some believe the traditional practice of calling prospective customers “cold” to be archaic and inefficient.  Images of fingers sliding slowly down a phone book or the more modern “robocalls” are good examples of this sales method. Many cases of “dinner interruptus...

  • Why Your Company's Bonus Structure Is More Important Than You Think

    Posted August 5 by Anand Srinivasan

    What is the objective of your company's bonus structure? To incentivize sales folks who get new business right? But it doesn't stop there. A bonus program decides the path a company takes – Sales prioritize the company products depending on how much they can earn from them. So regardless of ho...

  • Awesome Isn't Free..

    Posted August 2 by Dan Waldschmidt

    It is going to cost you to be better. It’s not free to improve. You’re going to have to invest your focus and time and money in order to create small differences that eventually yield big results. Make no mistake: you will be better if you purposefully invest in things that make y...

  • It's a Jungle Out There...Are You a Tiger?

    Posted August 1 by Les Lent

    A Zoologist will tell you the Tiger is a “Predator of opportunity”. This means they will stalk, kill and eat their prey whether they are hungry or not—just because it’s there. Just watch one of the early scenes from The Life of Pi. Salespeople can be just like the Tiger. A p...

  • The Hard Truth Is About Why You're Going To Lose.

    Posted July 27 by Dan Waldschmidt

    You’re not going to lose because you’re not smart enough to solve the problem that you’re facing. You’re not going to lose because you don’t have enough money to finish what you started. You’re not going to lose because you’re not the fastest to market or ...

  • Making Technology Useful For Sales

    Posted July 24 by Anand Srinivasan

    I do technology consulting for a living. The idea for this post came from a meeting I had with the Director of Sales at a fast growing internet startup in my city. During the conversation, I heard something very unique. As someone who works primarily with product managers and developers, I had got a...

  • Champions Master Fear and Seize Opportunity

    Posted July 15 by Jeb Blount

    Listen to this article on Jeb Blount's Podcast One of my favorite quotes from golfing great, Arnold Palmer is, “You must play boldly to win.”  In life one fact is certain: No matter who you are or what your circumstances, opportunity will come knocking and when it is at the door ho...

  • You Have To Do The TIme.

    Posted July 11 by Dan Waldschmidt

    There’s no shortcut for the time that it takes for you to start seeing results. You can’t wish that time to be any shorter. You can’t will that time to be any shorter. Big plans don’t just take lots of money and effort and smart thinking, they take time — somet...

  • Why Hard Work Works.

    Posted July 5 by Dan Waldschmidt

    There is no escaping hard work. If you have big dreams — or even small ones — you have to work hard in order to be successful. Even working smarter is hard work. In fact, working smarter usually takes more time and effort up front then just working hard consistently day after day afte...

  • Three Things Sales Coaches Must Be Doing

    Posted July 1 by Les Lent

    Being a Sales Manager is a hard job! It was described to me once like being trapped between to funnels. The funnel at the top is pressure coming from the C-Suite, shareholders and other departments (credit, transportation and operations come to mind). This pressure comes in the form of new company i...

  • It Doesn't Really Matter, Does It?

    Posted June 29 by Dan Waldschmidt

    What would you do differently if you felt like today really mattered? What wouldn’t you do if you really felt like today was the only thing that mattered? Would you still go into the office and do your job — or would you spend your time someplace else, with someone else? It’...

  • Don't Confuse Words With Warrioring.

    Posted June 22 by Dan Waldschmidt

    Just because you can follow a cookbook recipe doesn’t mean that you have the skills to be a master chef. Just because you know tennis terminology doesn’t mean that you could be a good coach. Just because you’re a fan doesn’t mean that you could make the team. You already k...

  • We Need Another Hero

    Posted June 20 by Les Lent

    Like you I am a consumer. Perhaps where we differ is I consume a lot. Traveling close to 200,000 miles a year (domestically) I have met my fair share of service providers, customer service reps, wait staff and more than a few bartenders. With all the travel and interactions with sales people and...

  • Why Your Value Proposition Matters to Your Success

    Posted June 18 by Bill Brown

    When I was a kid my best friend and I decided to make a fortress in the woods. There was a ditch that we had to cross over to get to the place where we decided to build our stronghold, but the ditch was full of muddy water. Not to be deterred we put an old board over the ditch to make a bridge. With...

  • Be(YOU)tiful.

    Posted June 14 by Dan Waldschmidt

    Be the best version of you possible. Don’t try to be what other people want you to be. Don’t try to be what you see other people being. Just be you. Better yet — be a better version of you today than you were yesterday. Learn from your mistakes. Try new things. Fail big. Keep ...