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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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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Rise Above

If you’ve ever set up a website, blog, social media page, etc., you know it takes time AND lot’s of answers. Answers to questions you’ve never thought to ask yourself before. I was confronted with this question today: “what’s your tagline?” Tagline? I even looked it up, I wanted to ensure I filled this in properly. Tagline defined: a memorable phrase or sentence that is closely associated with a particular person, product, movie, etc. 

That’s a bit of a problem. I don’t have a tagline. Furthermore, I’m creating a new brand. I barely have a logo let alone a tagline! So, I got out my notebook (paper and pencil; somethings are best completed in their traditional analog format) and starting writing down poignant words and phrases. Most were trite, cliche or poorly suited for the Endeavor brand. Ultimately I settled on one: Rise Above. As you will likely see this tagline at some point, I thought I’d share some insight about what it means and how it applies to you.

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