Tony Hsieh, CEO of Zappos, in his NY Times best-selling book titled Delivering Happiness, shares the secret to their skyrocketing success. Zappos, which began as a startup out of his apartment and was eventually purchased by Amazon for 1.2 billion dollars, doesn’t deliver online retail shoes and products. They deliver happiness.Read More
Jack Nicklaus knows a little bit about being the best. Nicknamed the "Golden Bear," Nicklaus is considered one of the greatest golfers of all time. He won 18 major championships (more than anyone), competed in 164 events (more than anyone), and finished with 73 PGA Tour victories.
And yet, many would say Nicklaus's greatest golfing moment, had nothing to do with winning. In fact, it was dramatically defined by him choosing NOT to win.Read More
At the age of 26 Michelangelo created what is arguably the most recognized statue in the world. It has also been called the world's greatest statue. "David", the 14 foot marble masterpiece, depicts the Biblical hero David patiently waiting for battle with a slingshot in one hand and a stone in the other.Read More
There is no shortage of coaches or coaching programs today.Read More
Some of the best remote "work from home" advice you'll ever receive is from Dr. Seuss!Read More
The Coronavirus has rocked the financial, business, and health world. Unfortunately for some, it also is rock bottom.Read More
Clarence “Kelly” Johnson, led one of the most innovative engineering teams in history, and coined the KISS Principle, i.e. “Keep it simple, stupid.”
Johnson was a renowned aeronautical engineer at Lockheed Martin for more than 40 years. He headed their secret division named Skunk Works, a now-common name for R&D departments that was initially an inside joke. (They worked near an awful-smelling plastics factory.)
Johnson came up with the KISS principle during World War II. It was a way to remind his team that their state-of-the-art jets still had to be repaired by average mechanics with basic tools. By eliminating unnecessary complexity, Skunk Works developed some of aviation’s most significant breakthroughs in record time.
Johnson died in 1990, but “Keep it simple, stupid” lives on as a valuable motto for all of us in sales. Too often we overcomplicate the business. You'll grow your business if you do 2 simple things:
1. Drive New Business.
Brian Tracy stated, "Keep your sales pipeline full by prospecting continuously. Always have more people to see than you have time to see them."
Jim Collins, in his NY Times bestselling book Great By Choice, shares the startling story of two expedition leaders. Roald Amundsun and Robert Falcon Scott began their quest in 1911 to be the first people in modern history to reach the South Pole. Collins writes, "For one team it would be a race to victory and secure trip home. For the second Pole team, all five members would perish." Both leaders were a near-perfect match. Similar ages (39 and 43). Comparable experience. The journey began within days of each other.
What separated these two men? It was simple. The choices they made in how to prepare for their journey.Read More
In 1936, psychologist Kurt Lewin wrote a simple equation that led to a powerful conclusion: "Behavior is a function of the Person in their Environment," or B=f (P,E).Read More
Recently a business owner that I coach called me to briefly discuss sales presentations. He had just finished reading a chapter in Mike Weinberg's Sales Management Simplified book about a sales rep. The rep was so good that Weinberg said he actually would have paid to listen to the sales rep's presentation! The owner humbly said, "Mine aren't that good but I'd like them to be. Would you consider writing a blog on this topic?"Read More