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How do you close out your year strong when you're stretched thin for time?

A lot of people I talk to don't believe that you can generate a lot of new business in the last few weeks of the year, but I would challenge you in that belief. Because a lot of times it's really just a matter of understanding what are the symptoms...

How many emails & phone calls should you be doing in an hour in order to reach your goals?

This is a question that I just got asked on a coaching call from a new business development rep, who was way down on their leaderboard and freaking out because there was a huge gap between where they were and where their top performers were.

How accountability impacts salespeople according to data

Accountability. It seems so simple- just do what you say you would, right? However, there are a lot of variables that will influence whether it has a positive, or negative impact.

One case study done with the United Kingdom's Royal Air Force showed...


This is my favorite question, just like an annoying four-year-old. And since the popularity of Simon Sinek's book “Start with Why” it seems to be the thing on everybody's mind.

The Unnoticed Obstacle to Achieving Your Sales Goals

Lately, I have observed that several of the clients I have been working with, from salesperson to VP, have struggled with maintaining a positive outlook. No surprise when you consider that some studies show that 60-70% of our daily thoughts are...

How do you develop your 5am worthy goal?

I am not, nor have I ever been, a morning person. Even at birth, I didn’t want to ‘wake up’ (I was 4 weeks over my due date- keep in mind this was in the 70’s…)

In grade school, I got scolded a lot from my mother to ‘get back to bed’ when I would...

Why you won't make quota

How many headlines a day do you read about "hitting your quota"?

Jeez! It's not about hitting your quota is it? Aren't your goals bigger than your quota? No? Hmmm, maybe that’s why you can’t hit your quota?

What problem do you solve?

I wasn't planning on this being my last post of 2015, but after I saw this image shared by Jennifer Georgino on LinkedIn it got me to thinking.

What's a million dollars worth to you?

Donald Trump has been given a lot of slack for his comments recently that “It has not been easy for me... And you know I started off in Brooklyn, my father gave me a small loan of a million dollars.” His point was that a million dollars was small...

What's your real goal setting mindset?

Goal setting has been a hot topic lately with coaching clients- both new and existing. For new clients, they are trying to figure out what it is that they really want. What is it that is so personally compelling to them that they will do whatever it...