What I Learned From Watching “The Boss”
No, this isn’t another article about observing your management team. It’s about what you can learn from the “Boss” Bruce Springsteen. Yep, that’s right. There are a handful of extremely helpful takeaways that all of us business people can learn from this veteran rock and roller. Connect with Your Audience in a BIG Way A Bruce Springsteen concert is never a quiet, low-key show. He works the crowd and plays his band like an orchestra. You can’t help but feel as if he’s singing straight to you, even in a sold-out stadium. Bruce gets it. Without his legions of devoted fans, he’d be just another guy from New Jersey. In

Will You Love Me In The Morning?
We’ve all had those sales presentations where everything went right. You captivated the audience with your words, and they nodded in agreement. You left the room feeling like a rock star, confident that you’d soon have a sale. Then, the romance quickly ended when you tried to close the deal. They fell off your grid, wouldn’t take your calls, and basically disappeared without even an explanation. Hmmmm!  And, you thought they loved you? Yes, it sounds more like a one-night stand than a sales presentation, but too often seemingly productive sales presentations end up going nowhere fast. Why? Well, there are four primary reasons why your once captive audience is not

Are You Touching Base or Checking In? Ya Better Not Be!
I am solidly against sales reps making reconnect calls to “touch base” or “check in.”  The prospects are busy, they absolutely KNOW why you are calling and the call is just a pure waste of their time. It’s simply self-serving and useless. I’ve expanded on this idea many times and most recently in a post called “The I’s Have It.” If you connect to prospects (and clients as well) with information, invitations and introductions, well then, you’re golden. Your contacts are welcomed, you can stay on the radar screen in a meaningful way and you have a much better chance of getting the business.  

Blatantly Autocratic Sales
A healthy ego is certainly a good thing to have if you want to be a successful salesperson. Yet, some of us are simply off the chart when it comes to self importance. You might know who you are, and the rest of us can certainly spot you from a mile away. But, if you’re not quite sure if you’re the poster child of the blatantly autocratic sales approach, answer the following questions and find out for yourself. Do you frequently catch yourself saying or thinking “It’s my way or the highway”? Sure, you may or may not be able to use this tactic with your kids who are living under your roof. However, if you’re not giving your customers op

It’s the Little Things
Having loads of contacts, a degree from a top-notch university, and a resume that speaks volumes about your experience can undoubtedly communicate to others that you’re at the top of your game. However, they’re not the only things you need to succeed. Sometimes, it’s those little details that really shout what your personal brand is truly all about. Far too many high-achieving professionals get clouded by their achievements and egos and forget that common courtesies still matter. In fact, when you’re successful, they matter even more. The stakes are higher and more eyes are watching. If you’re guilty of being rough around the edges with the individuals you’r