Strategic Cave-persons

I’ve designed a few pretty simple worksheets for a couple different organizations now for their reps to use on calls. And of course the worksheet I designed is really more of a template, so you could design one like it that has a different format or flow to it, but there are some key advantages […]

Strategic Preparation

When developing this course, I ran an experiment on myself. Check this out … I know this material like the back of my hand … And, what you’re getting in these … blocks of instruction … are really the tip of the iceberg … I mean, this stuff took me … literally years … of […]

Pattern Disruption & Steamrolling Gate Keepers

Alright, so we ended that last section with “nailing the greetings on calls,” and … this is crucial … I mean, inside sales, outside sales … doesn’t matter. It all starts with a phone call … or at least with leads you get from my team. But there is a variation to this, and it’s […]

a Fatal Flaw (with a lot of organizations out there)

So fast-forward to present-day, and I’ll tell you: it’s something that I coach my team on, heavily. I mean, we all have our different personalities and styles and everything, but the common thread on my team is the ability to communicate fearlessly. But back then, though, in the Army, I learned that it was possible […]

Promotion / Competition Boards in the Army

In order to earn promotions to certain ranks, we had to face a promotion board, which was basically a structured, paneled interview with senior enlisted leaders of the organization (the Command Sergeant Major and the First Sergeants). There would be five of them on one side of the table, and me (or whoever was competing), […]

Shoveling Snow & Baling Hay

I always had a bit of an entrepreneurial mindset. I grew up in a really small town in Pennsylvania, and I played in band every year from 5th grade through graduation, and this means that we had to sell things to raise money for band trips. Every year, we went door-to-door and sold cheese and […]

Lining up the Tumblers

Alright, so we’re gonna review a few slides from earlier just to make sure we’re all up to speed with everything so far … Remember … neuroscientifically-speaking … there’s an ORDER of OPERATIONS … that our brains go through when we come across anything new … so … new information, new people … business, […]

Avoiding the Hazards

So last year, I helped the account management department with developing communication frameworks, so think of stuff like … contact and engagement strategies … structured welcome calls and talking points like … what to cover, what not to cover … um, stuff like that … And then regular … touchpoints for follow-up to ensure […]

the Mindset

So … part’s only gonna be … 13 slides … … and my goal here … is that … by the time we get down to ZERO … is that you’ll be in either one of two mindsets … so you’re either gonna be … in … A … “this guy’s just … out of […]

Introduction for the First :28 Seconds

Whenever we speak with anyone for the first time, they instinctively answer all of these – and they do it in less than :30 seconds. If there is a NO for any single one of them, you’ll be facing a massive uphill battle from that point forward. In this course, you’ll learn how to […]