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Win the Chief...Win the Tribe

I started out my career as a life coach and still get calls today to help teenagers.  What I learned early on is that I can help the child but if I don't help the parent (the chief) problems still persist.  

It's the same with a sales team.  Weekly I get asked to train sales staff but it's the leadership (the chiefs)  that must create the systems to influence the sales team.  There is an old saying that "A tree dies from the tips in, not the roots up." I'm usually the mediator between upper managment and a sales team.  There is usually two different perspectives on what is wrong.  The biggest gap is a lack of systems and processes.  There must be a benchmark for results! 

Anytime a new sales person is hired they come with good habits and bad habits and I promise you, they don't come knowing your expectations.  

If you don't have standards in place, everyone will set their own standards ~ 
This is the danger zone! 

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Maybe The Blessing is at the Bottom?

We all face various trials and I’ve had more than I would have chosen, but I found my blessing at the bottom.  I found that hope grows down there at the bottom. It's where the pain can escape your bones because that's where we feel it.  This is how I looked up and moved towards the little glimmer of light that I could see, way down at the bottom of the barrel.  

My latest trial was just a few weeks ago when I had a client break their contract with me on wicked terms.  Since I’m an accountability coach, lying, stealing, and cheating are negative (evil) behaviors that I point out.  This company was stealing from me and cheating me so I hired my attorney... this is when I really got angry.  Although, my awesome attorney presented the clear-cut evidence of their theft, the company decided to respond with a letter filled with deceit, and that's when my anger consumed me.  This is when I said, "why God don't you stand up for me? You can...

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Every Batman Has A Joker – Conquer Sales Fears

Batman is one of my favorite Super hero’s because he’s actually human.  Every time he went to save the city of Gotham or a person from danger, guess who showed up to stop him? The Joker!  All of us have a Batman and a Joker inside of us.   There is a tug of war between doing right and doing wrong. It’s the seed of greed and the spirit of light that can keep us torn from stepping into our greatness.  It’s natural to fear what we don’t understand and in some cases it’s healthy to do so, but when it comes to sales fears it’s a costly fear to believe that cold calling doesn’t work.  It absolutely works, in fact it’s so effective I built my business on it and I’m going on 14 years!  Did you know that most businesses fail within the first year they are in business?  I would argue that they just didn’t learn how to pick up the phone and cold call, oops I mean, make new friends. ...

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Wonder Woman ~ Spiritual Truths that Unlock Freedom

 
Wonder Woman ~ Spiritual Truths that Unlock Freedom 
 
I was SO excited for the New Wonder Woman movie to be released!  The previous Wonder Woman movie was so personally impactful that I had to see what spiritual truths might be unveiled in this newest film.
 
Wonder Woman 2017 was personally impactful for me because it was how I started on my journey of forgiveness.  At the very end of the movie, Wonder Woman is fighting against Ares.  He could easily be compared to the joker in Batman.  The entire premise is "good vs. evil." Areas wants Wonder Woman to kill the bad lady who wants to gas and kill 15 million people.  At the very end she is holding up a mac truck and was in a position to kill her, (which would save million of lives) but she hesitates and she says, "It's not about what you deserve, it's about what I believe,” then she put the truck down and let her live.  She then said "I believe in love." Wow,...
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5 Ways to Destroy Procrastination (you should read later…LOL)

How to Stop Procrastinating (Later is NOW!)

Procrastination, the opposite of making a “Decision,” is a common enemy of us all.  Without mastering decision-making we may, over time, become skilled in what we despise: procrastination.   I like to think of procrastination as just “postponed decisions,” but it’s been proven over and over again that putting off making decisions results in feeling down about yourself, proves a decrease or lack of financial gain, and can create massive confusion in one’s aspirations.  Confusion is the chief cause of worry, tension, and stress.   If you are confused as to where to put a certain document, and just place that document on a pile on your desk, you are in-fact delaying making a decision and you will inevitably feel overwhelmed.  Lack of systems and processes can create so much inner stress. And, if you clean up that pile, but then...

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How to Ask for Referrals…The Classy Way

Cold calling is super effective…if you know what you are doing! What I can’t understand is why so many companies emphasize prospecting (cold calling) aka making new friends :), when the majority of companies I consult with don’t even ask their current clients (people that love them) for referrals? The answer is they just don’t know how to do it!  Sure, I could call  you and say, “Hey, who do you know that would be interested in working with me?”, but I would rate this “ask” as an F-. Why? Because referrals have nothing to do with me! Referrals have everything to do with you “my client” and your friends.  Have you heard the line “Your referrals are the greatest compliment I could receive?” Yuck! Or worse: “I build my business on your referrals.” Who cares? Sorry, but this is so unprofessional.

Let’s break this down; referrals are NOT about you so it’s not a...

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Proverbs 22:29 - The verse of a Successful Salesperson

"Do you see a man diligent and skillful in his business? He will stand before kings; he will not stand before obscure men." Proverbs 22:29

I've seen it a million times, a sales person keeping their head above poverty then I train them, sit next to them and show them how to build their business and make money and they then transform into a diligent and skillful professional sales person.  

In coaching there is a saying, “Just before a breakthrough happens confusion occurs.” Sometimes when we are down and out and there seems to be no way out, the answer is just around the corner. Failure is only final if you give up.  I firmly believe that when you're down to nothing, God is up to something.  Always remember though that we must take personal responsibility for all of our actions. God gave us 2 legs, 2 arms, eyes and ears so we have control over our temple.  We must tap into what the Lord has already given us, not sit and wait for money to fall from...

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Become a Doctor of Selling

 

Where there is no guidance the people fall, but in the abundance of counselors there is victory” Proverbs 11:14

When I think of a Doctor, I think of someone that paved through the rugged terrain of chemistry and biology and worked their tail off to be considered the, “best of the best,” it is the highest honor, it is who we seek to model ourselves after.  If you’ve traveled the rugged terrain of cold calling but haven’t gotten your PhD in results just yet, read on.

Receiving a doctorate is like reaching a goal.  In sales we don’t get a cool piece of paper that says, you worked really hard and deserve this, but we do get a big paycheck!  In sales you get one of two things, results or reasons.  I know which one you want. Let’s explore what it takes to get a PhD in results, e.g., a big paycheck.

When we go to see a Doctor they will first conduct an examination of the current situation and ask questions to...

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Marketing vs. Sales

 

What is the difference between Marketing and Sales?

Both are about increasing revenue. Unfortunately, most sales professionals confuse how they approach their daily tasks.  “Selling” Is all about the bottom line and is about converting a prospect into a client by obtaining a contract or collecting a credit card number (exchanging “something” for money). “Marketing” is about getting a product known.  

I have received the exact same marketing piece in the mail from “Hello Fresh” five times.  I’m aware that they deliver food and I have heard good things.  Their Marketing is good.  But Marketing is not Sales.  In most cases, usually less than 10% of the time, a prospect like me, would actually pick up the phone or go to their website and sign up for their service.

“Sales” would be the company, Hello Fresh, actually “calling on the telephone” to sign me up. ...

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5 Ways To Be More Productive

 

Wouldn’t it be great if there were just a pill to take to make us get more done?  Here is the good news!  There is a way to actually max out at your potential and a way to actually become the best version of yourself, but the answer isn’t in the next diet or the next new gadget.  The answer is something not talked about often because it’s the secret to happiness and productivity.  I hear people praying for more energy, joy, and peace but I don’t think God will zip down from heaven and fix these problems. Why?  Because he already gave us the ability to feel joy and have passion, and he gave us the gift of peace.  So it’s not God’s job to answer this prayer because he already has.  We must take responsibility for how we are feeling and to get ourselves in a place to actually feel joy, peace, and passion.

Einstein said that you cannot solve a problem with the same level of thinking that created the problem. ...

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