"The odds of hitting your target go up dramatically when you aim at it"

Mal Pancoast

In today's environment, sales team are being faced with monumental and daunting challenges.

They’re wrestling with major changes in their markets brought on by information-empowered buyers, digitization...

"No one really sees pro athletes behind the scenes. They don't know how hard they work. They don't see how you work on the basics. They couldn't possibly know. You wouldn't think that someone who hits like Alex Rodriguez needs to use a tee every day. But that's how he stayed on top of it."

...

"People spend too much time finding other people to blame, too much energy finding excuses for not being what they are capable of being, and not enough energy putting themselves on the line, growing out of the past, and getting on with their lives."

J.Michael Straczynski

The coming of a new...

"At the end of the day, it’s not what you say or what you do, but how you make people feel that matters the most."

Tony Hsieh

How many of you understand what your top clients want? How many of you understand what they desire?

Are you even relevant in their eyes? Would you even know?

Right...

"To acquire knowledge, one must study; but to acquire wisdom, one must observe."

Marilyn vos Savant

In my last article, you were asked the question, What are the attributes that allow you to outperform your competition?

To find your lasting competitive advantage, you must look for something your...

"The greatest competitive advantage in the modern economy is a positive and engaged brain."

Shawn Achor

According to Wikipedia, competitive advantage is defined as, "The attribute that allows an organization to outperform its competitors."

Let's drill down on this one more layer... What are the...

"As connected as we are with technology, it's also removed us from having to have human connection, made it more convenient to not be intimate."

Sandra Bullock

Social platforms have become the hot spot for distortions, where the real versions of who we are remain backstage. We take selfies,...

“Assumptions are the termites of relationships."

Henry Winkler

I'm deeply concerned many in sales have taken their clients for granted.

They continuously struggle with building, nurturing and growing their relationships.

Building relationships with your clients is not a light switch you...

"I believe we can accelerate our acumen, performance and success by leveraging our associations and spending time with people better than us."

Robin Sharma

If you wish to sit with executive decision makers at the business table, you need to learn, consume and mirror their characteristics.

...

"Do you want to know who you are? Don't ask. Act! Action will delineate and define you."

Thomas Jefferson

Uncovering what defines you is your own personal journey, not anyone else's.

Grab a pad of paper and a pen, now answer the following questions:

• How would you define yourself?
• What makes you...

"The only reason we don't open our hearts and minds to other people is that they trigger confusion in us that we don't feel brave enough or sane enough to deal with. To the degree that we look clearly and compassionately at ourselves, we feel confident and fearless about looking into someone...

"There comes a time in your life where you're called to not only reinvent yourself but to rebuild your spirit. It's so relevant today."

Wilmer Valderrama

The sales world has changed. There have been rapid changes with technology during these troublesome and turbulent times.

The seismic shifts...