The King, the Carrot, and the Horse

I was talking to a friend of mine over the weekend and the topic of networking came up (professional not tech). He was asking about the best way to get leads…quickly. I smiled and told him to give leads quickly. He was a little puzzled. I was a little puzzled when I had first heard it too. I think that can be puzzling for many professionals. It’s counter-intuitive but I’ve found a “rule” that applies to many aspects of life. Here it is:

The fastest way to get what you want is to help others get what they want.

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New Partnership

I’m teaming up with a respected colleague and mentor of mine on a new collaborative venture. Eric has a wealth of experience and has a gift for inspiring others. His Facebook page Insider Success Solutions provides followers with a pick me up and sometimes a kick in the butt. If you like the content on Endeavor, I know you’ll appreciate his insights too. Keep an eye out for out for an upcoming guest posting from Eric.

Skill vs. Will

Throughout my career in sales, and sales training, I’ve been challenged by individuals who simply fail to execute on behaviors or meet basic job expectations. In sales, their failure to execute is directly tied to their ability to generate commission. That makes it doubly frustrating for me because they aren’t just hurting my results, they are limiting their own ability to generate more income!

When I made the transition from leading a sales team to a full time sales trainer, I quickly realized something; training is often used a scapegoat. I’d be sitting in sales meetings with senior leaders and sales managers, invariably someone would say: “we can’t hit quota because my team isn’t properly trained!” As a new trainer, you take that a bit personally! I took that feedback at face value and re-committed to improving my efforts in every area. However, after a few meetings and hearing the “training excuse” 20-30 times, I realized some things weren’t adding up.

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