Blogs

By: Craig McQueen
Fri, September 30th 2011

I am currently reading the book "The Power of Full Engagement: Managing Energy, Not Time, Is the Key to High Performance and Personal Renewal" recommended to me by a friend. A key theme in the book is applying the principle of "periodization," used extensively in physical development, to all areas of life. The key idea behind periodization is that the path to improvement is by applying stress beyond an existing comfort zone followed by recovery (rest).Bodybuilding a […]

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Open Mic    
By: Joe Thomas
Wed, September 28th 2011

Imagine your life as represented by a jar.  You want to live a "full" life and of course no matter how you live your life you fill it up with something.  One thing or another consumes every moment of your life.  Some things are more valuable than others and the trick, if there is one, is to get more the stuff of value into our lives and less of the stuff of little of no value.There are at least 4 types of things we can fill your life (our jar) up wi […]

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Categories:
Flow   Win    
By: Bill Rust
Mon, September 26th 2011

I consider myself to be an optimistic person. I believe in looking on the bright side of life. I recently read about a study where people who used fantasy to envision a positive outcome of an important upcoming event actually performed worse than those who did not.  While I am not ready to espouse the power of negative thinking, I can definitely see that there is a fine line between being a positive thinker and being delusional.  Being realistic about the challenges w […]

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Leadership/Coaching    
By: Craig McQueen
Fri, September 23rd 2011

Change is hard to do. Making decisions can be hard to do. Progress toward a goal usually happens through changes and making decisions. Consider some examples: If someone is deciding on a new CRM system they are looking to change their customer interactions resulting in increased revenues. If someone is deciding on consolidating IT infrastructure they are looking to change (simplify) management resulting in reduced costs. If someone is deciding on a gym membership they are looking […]

By: Joe Thomas
Wed, September 21st 2011

Erich Fromm wrote the book and there asked the question: "If I am what I have and what I have is lost… what then am I?" Think about that!If you define yourself by what you have and what you have can be lost you're on shaky ground. There's a story about building your house on a foundation of sand….  If you define yourself by what you choose to be… well that's different.True "BE's" are special. They are p […]

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Win    
Categories:
Win   Flow    
By: Bill Rust
Mon, September 19th 2011

Many people will continue doing something they have been doing for a long time because they think they are being effective. In order to become more efficient, they would have to change things up to see if they can get the same results with less resources or maybe even get better results. Maximizing how you use your most precious resource, time, means trying something new.   Of course there are risks involved. For example: The new way may not be as effectiv […]

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Fill    
By: Craig McQueen
Fri, September 16th 2011

The book "Made to Stick" by Chip Heath and Dan Heath discusses the concept of "The Curse of Knowledge." They describe the curse as follows: Once we know something we find it hard to imagine what it was like not to know it. Our knowledge has "cursed" us. And it becomes difficult for us to share our knowledge with others because we can't readily re-create our listeners' state of mind. As a salesperson you know a lot about what your products and s […]

By: Dennis Susa
Thu, September 15th 2011

• Thank you for giving me the foresight to become a subject matter expert. • Allow me the option to define my job through the eye of a needle.  • Enable me to command the schedules of others based on my availability and planned vacations.• Give me the supreme power to decide what I engage, when I engage and on what terms.• Help me create a world defined by the rigid boundaries of Microsoft Outlook.• Grant me the ability to […]

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Open Mic    
By: Joe Thomas
Wed, September 14th 2011

I was recently in Sundance, Utah with some of my Ninety Five 5 colleagues. One of the things we discussed was Player Maps.Player Map is a visual sales plan that graphically maps the key political players in a sales pursuit, so a sales professional can quickly see on only one page how they are currently positioned and what bridges they need to build to the client's key players. Feel free to shoot me an email or comment below if you have any questions, opinions and/or observations.

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S3   PLAYER MAP    
Categories:
Flow   Win    
By: Bill Rust
Mon, September 12th 2011

Does the customer need your permission to say "no?" Salespeople are often taught to never take "no" for an answer. Bookstores are filled with books on how to convince the customer and get to "yes." Many sales trainers teach tricks to get the customer to say "yes." If you only ask questions that the customer can say "yes" to, you will never gain a good understanding about what the customer is trying to accomplish. When […]

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Tags:
End in Mind   EIM   Move Off Your Own Solution    
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Fill