I was reminded recently of something that my mentor David Hibbard (Co-Author of SOAR Selling) shared during the 2007-08 Subprime Mortgage Crisis. Different crisis today of course, however the same applies when it comes to mindset. What we know for sure is that the world is...
Your LinkedIn profile should speak for you in your absence. Spending the time to make sure that your profile is an accurate reflection of you as a business professional is critical. Differentiating yourself when engaging with your network is just as critical – and that is where...
When I facilitate my training sessions, in particular SOAR Selling, the topic of research always comes up. Is it necessary when prospecting for new business? How much time do I spend conducting research? When do I mention my research when speaking with the Decision Maker? Once you...
April 10, 2001 is the day. A day that I remember vividly as it was the day that I was fired from my job. The politically correct term is “let go”, but the truth is that I was fired. I began working for a security company on September...
Let's start this one with a distinction between the two. An employee mindset is focused on the individual responsibilities of your job. What are the job requirements, priorities and how to complete them in excellence; but isolated to the individual silo without much focus on the...
Self Promotion is the answer (for the most part). A recent sale, job promotion, new product offering, a work anniversary, consultant promoting a speaking engagement, book launch or highlighting a cause/org that is important to them. Even this post falls into the self promotion category on...
Moneyball – Is the 2011 film based on the Oakland Athletics baseball team’s 2002 season and their attempt to assemble a competitive team. Faced with the franchise’s limited budget for players, the Oakland Athletics build a team of undervalued talent by taking a unique and sophisticated approach...
I recently had the privilege of working with a group of high school students through an amazing organization called TechUnder20: https://techundertwenty.com During the session I was asked by one of the students: "Paul - if you could go back and give some advice to the 17-year-old Paul,...
