“I wish I didn’t go to the gym today.” No one has ever uttered those words. To the contrary. We end our day upset because we put it off. Again. “I’ll go first thing” becomes “I’ll go at lunchtime” becomes “I’ll go when I finish up” becomes “I’ll go after dinner” becomes “I’ll go first…
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Three true stories… No. 1 A car salesman is working at the Cadillac dealership on a Saturday afternoon. In walks a man who looks like he just fell off a turnip truck: The man is older, diminutive at about 5’5” and both his overalls and hands are filthy, caked with dirt. The rep thinks, “Well, Pigpen is here. Where are the rest of the Peanuts characters?” before going back to his newspaper. The man circles a few Caddies, looks around, and leaves the showroom. The sales rep watches as he…
Read MoreMy daughter turned me on to Lenny’s Podcast. Lenny Rachitsky has the #1 business newsletter on Substack and is a quiet, unassuming model of what a podcast host should be. He interviews “world-class product leaders and growth experts,” blah, blah, blah. Anywho… One podcast featured an Etsy exec name Tim Holley. Listening while mowing the lawn, I heard Tim say, “We are constantly trying new features. Our failure rate is 80%.” I smiled. That number gave me great comfort. The hardest part about being a sales trainer is coming up…
Read MoreImagine working on a big, big, big order.* *By “big,” I am talking about income equal to six months of what you earn now. We’re. Talking. BIG. That is what I was working on. A large printer wanted their inside sales team trained. I’d flown thousands of miles from home to meet the client, the team he wanted me to train, and the other players involved. I’d come up with a plan for how I was going to turn the inside sales reps into sales monsters. It was typed into…
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