In today's competitive sales landscape, being an exceptional account executive requires a diverse set of skills and capabilities. While each role may prioritize different skills, most positions share a common set of broad competencies... truly outstanding account executives excel in three key areas: Sales Funnel Management, Selling, and Closing.
Read MoreWhat makes a leader truly exceptional across various capabilities? Drawing from extensive experience, work by consultants, and the latest insights, let’s explore the characteristics that elevate leaders beyond adequacy in the areas of people leadership, sales leadership, and pipeline management.
Read MoreBottom line: Product, People, Pipeline, and Partnerships. In that order.
The relentless pursuit of sales excellence is a constant battle cry for businesses of all sizes. But what exactly defines an organization with an exceptional sales force? While there's no magic formula, there are four crucial pillars that lay the foundation for consistent success.
Read MoreWe often hear that hard work beats talent when talent doesn’t work hard, but hard work is not just about toiling away at your job. The effort we pour into our lives outside of work—be it leisure, relationships, or personal goals—shapes the value, meaning, and energy we bring to all of our daily experiences. Energy is not a zero sum game and ignoring parts of our personal lives that give us energy will only reduce the focus we can bring to our work.
Read MoreTerrible leaders inadvertently teach us about excellent leadership by demonstrating what not to do. Observing their poor leadership skills has been as instructive, if not more so, than seeing great leadership in action. After all, learning from painful experiences can be a powerful teacher….
Read MoreExploring new experiences early in your career is how you find your true passion and skillset. During this phase, you have the flexibility to try different roles, industries, and geographic locations. This exploration can lead to unexpected opportunities and a better understanding of what you enjoy and excel at.
Read More…This way I can get feedback on the principles other leaders use, have a system I can share with the new leaders on my team, and maybe save some people some years of figuring things out on their own… Never give someone feedback that they could have given themselves. Their self-evaluation will stick better compared to my feedback. Have them self-evaluate first and then if they feel like their self-evaluation is inadequate they will ask for feedback. Feedback that is asked for is always easily received.
Read MoreTLDR: There is a lot of stuff that has helped me sleep. Everyone's journey to good sleep is different and complicated, but if you create a good sleep environment, commit to waking up, let go, and exert yourself more during the day you can get the sleep pattern you want.
Read More"Immodest words admit but this defense, That want of modesty is want of sense." - Benjamin Franklin: The Autobiography of Benjamin Franklin
I've made conscious effort to sound sure of my opinions. I think confidence in conversation is looked at as a valuable. I thought that confidence gives greater persuasive power in conversation, sales, leadership, and relationships. Confidence and certainty might play a positive role in these things, but it has a negative side.
Read MoreThe one strategy worth spending a lifetime mastering is recognizing how to win... There is nothing that can’t be turned into an advantage. A broken sword, an enemy, an angry co-worker, or a dismissive loved one. All have a use. It is our duty to find that use and capitalize on it. Complaints serve no use and no time should be spent on things that have no use....
Read More...At all decision points what should matter most is not just the result of an action, but that right action was taken. Good results can be received without good intentions and bad intentions can lead to good results. In fact, results in themselves are neither good nor bad. The quality of a result is a matter of perception. We don't need well intentioned action, but simply constant intentional right action is what is required.
Read MoreSir Richard Branson has put himself in a constant state of intentional discomfort. His life story is madness. He is the model for growth through making yourself uncomfortable. He has said, "I don’t think it would be much fun to not to be outside my comfort zone.” His overall business model and approach to life seems to be...
Read MoreA vision should inherently and directly benefit the people meant to be lead by that vision. As leaders each of our visions should be about serving others....
Read MoreCircumstances aren’t inherently good or bad. We decide whether they are good or bad and whether we are fortunate or unfortunate. Accepting the perception of others about whether a situation is good or bad will only hold you back from progress....
Read MoreMotivation is a feeling that we allow to take power over our decisions and our actions. Motivation only opens us up to having a new excuse for not getting done what we need to get done....
Read MoreThis simple quote guides me every time I ask myself what it takes to be successful. As human beings we have a tendency to complicate what it takes to be successful, but at our core we all know that the only difference between failure and success is persistence....
Read MoreBuilding a vision for an organization or yourself that revolves around numbers and results can always fall apart, but finding your core ideology and building from it will always guarantee success.
I received my start in business, and learned about my passion for leadership, through selling Cutco knives and coaching others on how to do the same. The company has shown me how much I love growing as a person and helping others to grow....
Read MoreBecause no obstacle is too big with persistence and the willingness to commit everything you have.
This week reports have been released showing the performance of the new offices around the country and my office has fallen drastically short of where we want to be....
Read MoreBeing in the recruiting business makes you think really deeply about how you describe what you do, what your company does, and what the open positions you have entail. I can't help but feel like most of the people I interact with seem to embellish their roles, lack transparency, and fear that others will think less of them because of what they do and what their company does....
Read MoreBottom line up front: "...you know you have found your passion when you can't sleep through the night because you wake up thinking about what you will do to tomorrow." A few weeks ago I woke up in the morning like I normally do and went about my morning routine of making a smoothie, eating breakfast, showering, dressing, and searching for inspiring things to listen to while I go about my process....
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