You Can’t Elevate Yourself By Putting Others Down

  One of the biggest problems in our society today is a false belief that you elevate yourself by putting others down. You see this in politics. It is almost comical when you watch a political debate; when a candidate is asked a question, they typically respond by bashing their opponent and they never answer the question. But it goes beyond politics. In business, I hear people who bash their competitors and somehow believes that makes them look better and create loyalty. It actually does the opposite. One example in our culture is the portrayal of men. Watch any sitcom and they portray men as lazy, stupid and helpless. This is another example of a flawed approach that stemmed from feminism. Feminism is about elevating and empowering women and we don’t do that by bashing men. In all scenarios – remember – you can’t elevate yourself by putting others down.
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The Foundation For Sales Success

What is the key to success in sales? Is it product knowledge? Is it selling benefits instead of features? Is it your ability to ask questions? To present? All of these are important skills and make an impact but I would say there is a foundational key to success for any sales person regardless of what they are selling. In my twenties I built a multi-million dollar sales organization. In my thirties I have spoken for hundreds of sales organizations. I have spoken to salespeople who sell cars, insurance, skin care, advertising, software, houses, medical equipment, pharmaceuticals, tractors, beverages, pest control, home security, nutritional supplements, clothing, and much more. The commonality that all of them share and the key to sales success is recognizing that Business Is Based On Relationships.  Our ability to build relationships, to win people over and to make connections is the key to success in all
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10 Ways to Become a More Influential Leader

No matter your company, or the role which you play in it, you are in the business of people. Because of that, leadership is a driving force behind growing your business.  You become a solid leader through influence, but you become a successful leader by using influence to engage and inspire others. Here are my top ten ways to become a more influential leader. Understand that Leadership is not about you – it is about the people that you lead Become the most passionate person that you know – it will be contagious! People do business with people they know, like, trust and VALUE – Be the one to add value Constantly work to develop yourself. Leaders are readers – Earners are Learners When it comes to your communication – change your goal from perfection to connection with your audience Have integrity – Do what you said you would do,
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10 Storytelling Secrets

People love stories. More importantly, stories engage emotion which prompts people to respond, take action or buy your products.  Stories engage emotionally and people take action based on emotion.  These 10 Storytelling Secrets will help you on your way to becoming an effective communicator. In storytelling your focus is on the audience. Tell it for them not for you. The goal of storytelling in business is not perfection, but rather connection with your audience. Your purpose is to engage your audience. Without engagement there is never any influence. Find your voice and strike a balance between credibility and relatability. An influential story is struggle to solution. You hook them with the struggle and you help them with the solution. Keep your stories concise and compelling. Audiences have short attention spans, so the quicker you get to the take away, the better. You don’t retell a story—you relive a story. Make
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The Four Elements of An Effective Team

It’s my personal favorite time of year – March Madness!  I love tournament time and always look forward to watching my favorite players.  While there are great individual players in college ball, they win as a team and I love watching the great teamwork that prevails in college basketball.  Great teamwork is what sets apart the winners. The old acronym for TEAM is T- Together E- Everyone A- Achieves M- More While I agree with the sentiment – it is only true if the team learns to work together. I have been part of teams in business, sports, community efforts as well as church and service projects. Some have been effective and some haven’t. So what makes a team effective? There are Four Elements of An Effective Team. It is the acronym GRIP – (Too many acronyms – I know Grip stands for: G- Goals R- Roles I- Interpersonal Relationships
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The Key To Growth, Change and Achieving Your Goals

An MIT psychologist named Kurt Lewin is often called the father of social psychology. It was his research that resulted in Force Field Analysis, a formula that explains why people – and businesses – either stay in the same place or move in a new direction. He postulated that, “An issue is held in balance by the interaction of two opposing sets of forces – those seeking to promote change and those attempting to maintain the status quo.” In other words, if the driving forces and the restraining forces are equal, it’s like pushing the brake and the gas pedal at the same time. The vehicle isn’t going anywhere. Only when the power to move outweighs the power to remain stationary does progress happen. The simplicity of the analytic lends itself to an easy-to- understand diagram. In the drawing below, the goal is in the middle, flanked on one side
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5 Mistakes That Will Kill Your Culture – Week 5

  Your culture will be your catalyst to outperform the competition and provide the type of service that creates loyalty. It’s what takes you from success to significance in the eyes of your customers.  For the past four weeks, we have been taking a look at the five mistakes that will kill your culture and today we will discuss the fifth and final mistake that will certainly kill your culture – Not Investing in Your Culture.  To review, the five mistakes are: Hire For the Wrong Reasons Focus on Tasks and Not Purpose Preach Values That You Don’t Live Incentivize the Wrong Activities Not Investing in Your Culture To read the previous posts – click here. In an interview with Jim Crystal, the CEO of Revelry Agency, a PR and online digital presence company, he said he sees too many leaders now that think get-togethers, retreats, and any other activities
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5 Mistakes That Will Kill Your Culture – Week 4

  Your culture will be your catalyst to outperform the competition and provide the type of service that creates loyalty. It’s what takes you from success to significance in the eyes of your customers.  This week we are continuing to break down the 5 Mistakes That Will Kill Your Culture. They are: Hire For the Wrong Reasons Focus on Tasks and Not Purpose Preach Values That You Don’t Live Incentivize the Wrong Activities Not Investing in Your Culture Last week we took a deeper look at the mistake of preaching values that you don’t live – click to see last weeks post – this week we will look at another culture killer – Incentivizing the wrong activities. It’s not only what leaders preach and what they live, but we also need to think about what we incentivize. What type of behaviors and what type of focus do our promotions, our
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5 Mistakes That Will Kill Your Culture – Week 3

Your culture will be your catalyst to outperform the competition and provide the type of service that creates loyalty. It’s what takes you from success to significance in the eyes of your customers.  This week we are continuing to break down the 5 Mistakes That Will Kill Your Culture. They are: Hire For the Wrong Reasons Focus on Tasks and Not Purpose Preach Values That You Don’t Live Incentivize the Wrong Activities Not Investing in Your Culture Last week we took a deeper look at the mistake of focusing on the tasks and not purpose – click to see last weeks post – this week we will look at another culture killer – preaching values that you don’t live. As important as it is for leaders to preach the values and beliefs of the group, it is paramount that they live those values and beliefs themselves. One of the fastest
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5 Mistakes That Will Kill Your Culture – Week 2

Your culture will be your catalyst to outperform the competition and provide the type of service that creates loyalty. It’s what takes you from success to significance in the eyes of your customers. This week we are continuing to break down the 5 Mistakes That Will Kill Your Culture. They are: Hire For the Wrong Reasons Focus on Tasks and Not Purpose Preach Values That You Don’t Live Incentivize the Wrong Activities Not Investing in Your Culture Last week we discussed hiring for the wrong reason – click here to catch up – This week we will be delving into the second mistake – Focus on Tasks and Not Purpose. The object of this is to teach the leadership approach that creates commitment from your people. Nothing more, nothing less. Committed people get more done, do it better and make a bigger impact. People aren’t committed to jobs or companies,
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