Looking out at Lake Superior from the North Shore of Minnesota this past weekend, we consistently saw one thing throughout the day — fog. At some points, as we journeyed up the coast, we could see just a dozen or so yards in front of us, necessitating headlights, taking corners with more care, and staying vigilant and completely present to our surroundings. At Split Rock Lighthouse, we saw how this…Continue
Added by Scott Wintrip on June 24, 2013 at 7:30am — No Comments
Desolate and lonely, you find yourself in a vast space where it seems no one, absolutely no one, can be found. Parched and hungry you trudge on, getting wearier by the moment. You just want to give up, thinking, “this is it. This is where it all ends.”
No, this is not a vain attempt at channeling Stephen King or Dean Koontz. Rather, the “desert” described above is the mental space that…Continue
Added by Scott Wintrip on June 17, 2013 at 9:00am — No Comments
Watch how selling is typically done and what you see often defies common sense and logic. For example, in a conversation with a new sales manager on Wednesday, he informed me that he was told by the more tenured sales guys to share a success story when a prospect says they are working with other vendors. When I asked if that would convince him to change his mind if he were the buyer, he snorted and said in an incredulous tone, “Of course not.” “Then why would you do that,” I asked. To which,…Continue
Added by Scott Wintrip on June 13, 2013 at 8:16am — No Comments
1. Check your work e-mail, LinkedIn account, or business Facebook page right before going to bed?
2. Within minutes of waking?
3. Do you panic if you accidentally leave your mobile device that can access the Internet on your desk or at home?
4. Is eating your lunch often combined with texting or surfing the web?
5. Do you find that you must check your email the moment you hear the arrival chime?
6. Are you spending more time on your computer than you spend…
A year ago today I married the beautiful Holly in New York’s Central Park. What a day that was, a mixture of bliss, joy, and anxiety. No, I wasn't anxious about marrying her, nor did it have anything to do with fear that one of our guests would get awkwardly drunk and start removing their clothes (although that would have made for an interesting blog post). It was about rain on our wedding day.
While marital lore says this brings good luck, the approaching storm looked like anything…Continue
Added by Scott Wintrip on June 3, 2013 at 11:10am — No Comments
Cans work well for beans and vegetables but fail miserably in sales. Yet, many sales organizations mandate that salespeople memorize or read specific soundbites designed for specific situations. Would you want to be on the receiving end of one of these impersonal, canned statements? This type of sales practice is just one of many reasons why people dislike hearing a sales pitch.
In Sales Yoga, we practice the art of Integrative Questioning to build rapport, develop…Continue
Added by Scott Wintrip on May 30, 2013 at 8:30am — No Comments
It’s a hot summer day with no perceptible breeze. Lying across the way is a haphazard pile of debris, having been blown into what almost looks like a small pyramid. A spotlight of sun, the size of a small flashlight beam, suddenly appears on the pile, having been channeled by a pane of window glass. Suddenly, a burst of flame erupts as the wood, grasses, and other assorted…Continue
Added by Scott Wintrip on May 23, 2013 at 8:56am — No Comments
To help you and your organization, I’m launching a new newsletter this Tuesday, May 21st. CalledTake No Prisoners, this free weekly memo explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage…Continue
“Yoga is almost like music in a way; there’s no end to it.” — Sting
Selling, like yoga, is almost like music as there is never an end to it, if it’s being done right. Yet, so many salespeople engage in a stop-start mentality in their sales practice. They start selling, land a few good prospects or customers, try to leverage them for all they are worth, then find themselves back at the beginning of having to start selling again. It’s little wonder that so many salespeople are not…Continue
During an advising call with a client this week, she reported lackluster performance by one of her company’s locations. As we dug into the issue, it became clear that the members of the sales team were fishing with the wrong net.
Salespeople have the equivalent of nets in their sales efforts. Some use wide nets, like those on a shrimp boat, that bring in many possibilities, allowing them to pick and choose the best customers. Others employ the equivalent of a small aquarium net,…Continue
Added by Scott Wintrip on May 17, 2013 at 10:00am — No Comments
I’m proud to acknowledge the efforts and results of my clients in this new feature I’m affectionately calling a Standing Ovation.
This month’s Standing Ovation Goes to Amy in Minnesota. Amy is a senior leader in a manufacturing services firm servicing the Twin Cities. As a result of her commitment to Radical Accountability, which has been a focus in our work together, Amy has successfully doubled the size of the sales team in a market where finding…Continue
Added by Scott Wintrip on May 15, 2013 at 8:42am — No Comments
In just four days, over five million people have viewed the YouTube video of the musical couple featured on Pumpcast News. This hilarious feature shows what happens when a television monitor, normally displaying broadcast news and advertisements over a gas pump, is converted into an interactive video conference for the benefit of The Tonight Show audience. So enthralled were the producers of…Continue
Added by Scott Wintrip on May 13, 2013 at 12:10pm — No Comments
Each week, I feature companies, organizations, industries, and even individuals who exemplify the power of Radical Accountability (the Heroes who have committed to an unwavering responsibility for getting done what really matters most) and the need for it (the Zeroes).
Grand Geneva Resort (Lake Geneva, WI)
For your outstanding service and commitment to excellence this week. The entire…
Added by Scott Wintrip on May 13, 2013 at 12:07pm — No Comments
In a brief chat this past weekend a friend shared details of her daughter’s whining about her current circumstances. Being the ever confident and highly competent mom, she did not allow Molly to pull her down into the clutches of a victim spiral. Instead, she pointed out that, while not everything about the situation was of Molly’s making, she had done nothing to try and rectify the problem.
While there are real victims of crimes, even people who have been impacted by some of the most…Continue
Added by Scott Wintrip on May 6, 2013 at 3:26pm — No Comments
Welcome to this new weekly series. Each week, I’ll feature companies, organizations, industries, and even individuals who exemplify the power of Radical Accountability (the Heroes who have committed to an unwavering responsibility for getting done what really matters most) and the need for it (the Zeroes).
Added by Scott Wintrip on May 3, 2013 at 9:45am — No Comments
Earlier this week, a salesperson told me about a difficult conversation she was about to have with a client. In asking for my advice, she said there was a chance this customer will ask for a price reduction and that she’d have to do a “dog and pony show” to convince them to keep working with her at the current rate.
I told her she needed to “kill the dog and corral the pony.” As you may suspect, there was a long pause on the other end of the phone after such a startling…Continue
Added by Scott Wintrip on May 2, 2013 at 9:30am — No Comments
An often overlooked quality in new hires is their laziness. If you hire more good, lazy people, you’ll find that this is one of the fastest ways to grow your business. Surprised? If so, that’s not a surprise as most hiring managers look at laziness as a detriment instead of the attribute it can be when the right people with lazy streaks are hired strategically in your organization.
Traits, including laziness, can be applied for good or for evil. This all depends on the motives of the…Continue
Our televisions were filled with scenes normally reserved for Hollywood and make-believe: gun wielding SWAT teams, military Humvees bristling with weaponry, shots fired, suspects killed and apprehended. A terrible tragedy that started with bombs ended with bittersweet triumph. A job well done. A commitment for justice met.
This is Radical…Continue
Added by Scott Wintrip on April 22, 2013 at 9:09am — No Comments
Think about a recent sales experience where you did not get the deal. In retrospect, could you have gotten that “No
thanks” because you asked the wrong questions that unnecessarily limited the conversation? The right questions, at the right time, asked in the right way are the essence of being…Continue
Added by Scott Wintrip on April 18, 2013 at 2:30pm — No Comments
After two hours of singing, dancing, and acting, the cast of Newsies was still smiling, as were my wife, Holly, and I. They had just delivered, and we had just watched, one of the best shows we've seen on Broadway in the past decade.
Did one or more cast members dance out of step, flub a line, or sing slightly out of tune? Did the crew miss a cue, misplace a prop, or misdirect a…Continue
Added by Scott Wintrip on April 15, 2013 at 9:13am — No Comments