Posts in: high performance

I have a belief that, the more you give, the more you get. So I have no problem sitting down with somebody who is authentically seeking help and giving them a free education, even if there is really no chance that they are going...

As sales professionals and leaders we are often tasked with giving presentations. I strongly recommend the Guy Kawasaki 10-20-30 rule whenever you use PowerPoint (or keynote)1.) Here is a link to Guy Kawasaki’s blog that explains...

People do NOT stop spending money. Even in the toughest of economic times, people do NOT stop spending money. So it makes sense that if people do NOT stop spending money, businesses do NOT have to stop making money. Though it...

Let’s be honest, how many times does someone who knows you fairly well still say, “I didn’t know you did that?” For whatever its worth, entreQuest has been around for more than nine years and my PARENTS are still trying to...

Duh - so we are clear what the answer is right? You can’t wait for business to come to you… or pray for serendipity (which was a great movie btw). But you do first need to know where you are and where you are going (according to...

How do you ensure that you will be successful at networking events? The key phrase to remember is that you need to be interested, not interesting. That should set you apart, because everybody else is there with the other agenda...

There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner. Purpose is a huge driving force, not...

“Sorry, we don’t have a budget for that.” What do you do when you hear this well worn objection? First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s...

Let’s talk about the process of overcoming objections, which we call “align and redirect.” First, we all know that objections are a part of sales. “No money, not the decision maker, wrong timing, have a similar solution, too...