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Category Archives: Monday Morning Mentor

Revised2-MMM-KD

What makes the difference in turning on a sales team to exceptional growth?

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According to our research and work we do for sales organizations, it’s the competence of the sales manager.  If you want to execute a new go-to-market strategy that adds more value to customers in every sales interaction, whether or not it gets executed is due to the leadership and coaching that comes from a reinvented sales manager 62% of the time.   The normal sales managers ...

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No Better Time… For What?

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I wrote to an effective ownership team today that it’s time to QUICKLY get to a new picture of what they want to achieve: a compelling, unique offering, profit, organizational setup (who does what), a plan to fit people to the set up and offering, a plan to engage and develop the people and equip them for success. This should not take a lot of time. I have literally experienced writing ...

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Revised2-MMM-KD

What are you afraid of?

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A couple weeks ago, Norm, our guest speaker, asked everyone to write down “What are you afraid of?”  He got some stares and then a few to share.  Wow. (How many in your company would answer that question honestly?)   He said that, in his experience, successful people do the things that others just aren’t comfortable doing even though they know they should be doing them. He ...

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Change Them or Change Them

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Over the last five months I have been interacting with owners, executives, and senior sales executives to help them compete and grow despite the changing tougher times. Most seem to be stuck with lower margins, slow growth, increased costs and a more demanding, discerning customer base as well as sales managers and salespeople who seem lackadaisical about changing. I introduced two sets of ...

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MMM-KD

And So It Goes For You

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A month ago at the last Executive Series , a meeting that I lead called, “Ignite Your Business”, the president of one company reported the reason he was able to implement the business strategies that all of us were working on, was due to the fact he was simultaneously taking the Dale Carnegie Course. He said because of the personal changes he made, such as a change in his perspective ...

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MMM-KD

Two Guaranteed Ways to Fail

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It’s time to compete – win and achieve what you want for your business. A desired future is something that can’t be managed, predicted, or just wished or waited for. It’s created from re-thinking your market and business, creating a new business strategy and turning it into action and then into reality . Unfortunately, what we know can keep us away from learning what we ...

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MMM-KD

Can We See What is Right in Front of Us?

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In a culture of distraction, most of it self-imposed, we struggle to see what’s right in front of us.  I was at a Blue Jay baseball game with my son, sitting next to some people who all had their heads down fiddling with their devices while the most exciting play of the game happened. Not one of them saw it!  At the airport I watched two young parents intensely engaged with their devices ...

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Rebuilding the Business

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Since January, I’ve been working with a group of business people who want to lead their businesses to a new future. Why? Their businesses aren’t making money like they used to. Margins are shrinking and they don’t like where things are going. They’re great people. They’re successful and yet they don’t let that blind them into becoming a caretaker. They ...

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MMM-KD

Marketing Hasn’t Been Producing

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They are called soft leads. Today’s marketing that focuses only on creating awareness in the marketplace, building brand as they say, hasn’t produced at the rate that is needed to recover from our worldwide slow down.  It is expensive and isn’t easily measured. The small community of companies I am working with have learned to connect sales and marketing in their effort to ...

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Talking to a Rich Person Today About Success!

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One morning on Fort Myers Beach, Jack, a successful Michigan businessman, stopped by in his Maserati to ask if I wanted to go out on his very big boat fishing in the Gulf of Mexico. Instead of fishing, we started talking about success – his ups and downs and how he blew away competition and worked hard to build his business. He worried out loud that he doesn’t think his managers and ...

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MMM-KD

Do We Learn from History?

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Apparently not. I was 19 years old, we were leaving London, Ontario for Windsor, when I heard a news report on the radio asserting that there was research in England that proved cigarette smoking could kill you. I immediately threw my package of cigs away and my friend proclaimed that I was stupid and when he saw me on Sunday night for the return trip, he bet I would be smoking again. I won that ...

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MMM-KD

25 Thoughts About Business, Selling and Success . . . that make up a philosophy (Part II)

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In last week’s Monday Morning Mentor, I reviewed the first 13 of 25 thoughts based on my experience coaching executives and teams.  I will now continue with the following 12 thoughts. 14) In about 118 seconds you are tuned out. You need to say things that get and keep attention and ultimately solve your customer’s problems, then you will be heard. 15) A brand is just a promise made and kept ...

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