Category Archives for "Leadership & Management"

July 3, 2017

2017 Halftime Sales Check-In and Challenges

When I was about 25 I remember telling my step-grandfather that it seemed like the years kept getting shorter and Christmas came around sooner every year. He replied, “Mitch, at my age, it feels like Christmas comes every other week!” Well, not sure how quickly the first-half of 2017 went by for you, but to […]

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June 12, 2017

Why Most Sales Team Meetings Are Awful and How to Fix That

Last week I was in Chicago and San Diego leading sales leadership workshops for two different large companies. We had a blast and it’s energizing seeing sales managers get refocused and recharged. What I always find intriguing is how interested managers are in one particular topic: help with upgrading their sales team meetings. It’s almost […]

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May 8, 2017

Pre-Summer Sales Management Checklist

Happy almost summer! Things are feeling just about right around here. My oldest is home from Butler and today starts his first internship. My daughter returns later this week from completing her first year in Kansas State’s grueling architecture program, and my high school junior had his banquet/prom this weekend. Last night we grilled out on the patio with […]

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February 4, 2017

Super Bowl Weekend Brain Super Food

It’s a pretty good bet that your Super Bowl spread won’t be as healthy what’s pictured above! And if you’re in sales, whether as an executive, sales manager, or individual producer, it’s also a safe bet that there are higher-value uses of your time on Sunday than watching seven hours of pre-game shows. Hence, the timing […]

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August 1, 2016

I am Declaring My Candidacy for President of the United States

Before getting started, let me reiterate my policy: I don’t do politics in business. I don’t promote political parties, ideologies, or candidates. As hard as it’s been to restrain myself the past few weeks during both the Democratic and Republican conventions, I don’t share my political opinions and have refrained my tweeting editorial thoughts. I’ve […]

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April 25, 2016

Experience the Transformative Power of Focus (with my guest expert, Les Hewitt)

I’ve been noticing how little time executives and salespeople actually spend on their highest-value activities and stated priorities. It sounds silly and it’s certainly nonsensical. If something is a major objective, a priority, or deemed highly-valuable, how in the world does it end up getting less of our time and focus? Even as I typed and now reread that last […]

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