Direct and Effect!

When Tjan interviewed global CEOs and senior executives, asking them if they thought their meetings met their intended objectives, they said less than 40% of the meetings did! How does this happen? It’s simple: people are avoidance-motivated. Tjan writes, “…the answer

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Monkey Management***

When Hartman and I started together, he’d often ask me what he should do. To save time and energy, I’d tell him. Eventually, we decided on a different process. When he’d ask me what he should do, I’d say: You know I

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What’s Next?

When we train sales people, we ask them to focus on the next step, not every step. The next step must be taken before all the other steps are necessary. A journey of a thousand miles begins with the first

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Done Is Better Than Perfect!

Striving to be perfect is self-defeating. Why? Anytime you set an unachievable standard, you guarantee failure. This is how it sounds: We have to wait until everything is just right. And: Let’s do more research and planning. Or: I’m not sure

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The Crime of Interrupting!

In a business session, I found myself wanting to interrupt our client. Knowing that interruptions are like stomping on someone’s thoughts, I controlled my impulse. I focused on listening to them as if they were the most important people in the world. They

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Invest In You!

Reading Jon Westenburg, I was intrigued by his article about how to take control of my business and my life. Here’s the gist of what he said (with some editorial comment). Write a list of 100 things you’ll do in

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Do You Do What You Say You’ll Do?

Many businesses have selected integrity as a core value. They’ve written their Mission Statement to reflect it. Their employees are proud to parrot the word. However, when asked, many employees don’t know what the word means. If you really want

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Won’t You Join Me?

I’ve read about the experiences of those who’ve been in wars. I’m not one of them. I certainly can’t expect to understand it as those who’ve experienced it. I try to comprehend the mindless horror of imminent attack, the expectation

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Did You Make Your Decision?

One of the smartest, most successful people I know told me the system he uses to make every decision in his life. And exactly what to do after he makes his decision. Here’s what he said:  How I Make Decisions!

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Hire Slow. Fire Fast.

As the guest speaker for an executive group in Philadelphia, my topic was How to build a winning sales team. The title? 10 Do’s and Don’t’s! I started with the 2 most important Do’s for building a high-performing sales team:

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How did Ben Franklin do it?

How did Ben Franklin accomplish so much? It took him days to travel from Philadelphia, PA to Wilmington, DE; took him months to sail across the Atlantic Ocean to Great Britain. There were no planes, trains, cars; no iPads, smartphones,

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Accountability!

Hartman and I were brainstorming our business strategy. We disagreed about priorities. Instead of fighting over it, he asked me three questions: What are our goals? What’s our purpose for doing this? What problem will it solve? I answered the

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Sales Resolutions or Bust!

So many sales people fall in love with their prospects.  They fantasize: I know they’re gonna buy from me!  As salespeople, we’re good at convincing ourselves, aren’t we?  We think everyone who gets excited and indicates they might buy, will

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Just Don’t Be An Asshole!

I don’t care whether you were born rich, poor, or middle; white, black, or red; religious, irreligious, or other; educated, uneducated, or learning. Just don’t be an asshole! If you’re not one: You help rather than hurt. You’re courteous rather

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Manage Your Euphoria!

A while back, my son, Justin, called me euphoric about an outstanding purchase he had made. I congratulated him and shared in his excitement. We celebrated together, paid attention to what was great at that moment, and then were to

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It’s The Owner’s Job!

A business owner I know assigns a middle-manager to set the company goals. By the way, he’s not an absentee owner, he’s there every day supposedly directing the company. This leader is making a serious mistake and he doesn’t seem

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The Magic of Easy Early Wins!

May I give you one quick, effective way to build momentum? Get some easy early wins. Set up your day so you’re constantly winning and feeling better about yourself as your day goes on. Here’s what I mean: most of

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Integrity?

Last fall, I was talking to a group of business owners about the presidential debates and the integrity of the candidates. One of the group, seeming confused, asked: Bruce, how do you stay ‘within the cones’ in today’s world? In

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We’re All in Sales…

Did you know this? One of nine workers in the USA is in direct sales. The other 8 are “non-sales” sellers who use persuasion to move others to give up something they’ve got for something we’ve got. According to Gallup, 40% of our

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Be One Who Achieves!

A goal is a dream that has feet!  Paraphrasing the Rolling Stones: Dreams with no action cause dissatisfaction. That’s why you keep your priorities in your face: to remind you often of what’s important to you. Otherwise, you get distracted,

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Thanks, Brian!

When I was interviewed by Jon on Hack The Entrepreneur, I referred to Brian Tracy. Jon said Brian had been a guest on the program a couple months back. We discussed how powerful Brian’s message has been for both of

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Am I Focused?

Clients want to know what I do to maintain focus and how I regain focus when I get off track. Here’s how I talk to myself to maintain and regain. I’ve found it effective: It gets my attention and tells

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Your Plan

You’ve decided what you want. Now, to decide what you’ll do. To get anywhere quickly, you follow a map. It outlines the path to your destination. For accelerated success, your written plan is your roadmap. It helps you achieve what

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Whoops, I’ve Done That Before!

I’ve discovered some unique self talk that instantly turns my feelings from negative to positive, reduces my self-righteous outbursts, I’m being kinder to those around me, and immediately makes me feel better about myself. I do it by recognizing my

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Do You Want To Work With Them?

Hartman and I were discussing a prospect, and he posed the question: Do we want to work with them? They certainly were qualified. They wanted it. They needed it. They would use it. They could afford it. We were dealing

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Prioritize!

Take your Dream List and a yellow highlighter to a place you feel creative. Review your list and highlight the dreams which resonate with you. When you’ve finished, get up and walk away from it. You’ve just made significant progress.

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The Power of Discomfort!

I made a suggestion to a client this week who responded: I’m just not comfortable doing that. I replied: I get it. Do it anyway, it’s the necessary action to achieve what you want. As you do it, you’ll get

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