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
A year ago my son Benjamin wrote the following poem. This wasn’t at school nor was it for an assignment. While in our hotel in NYC, he grabbed a scratchpad and jotted this down in a matter of minutes.
I’ve always been of the opinion that our children were sent here to teach us more than we have to teach them. I hope Ben’s poem teaches you, inspires you, and propels you into action today. I know stumbling across this over the weekend did just that for me.
Go and Live Your Best…Continue
Added by Scott Wintrip on April 8, 2013 at 9:50am — No Comments
The longer you talk, the more people tune out. Replace pitches (one-way communication) with Provocative Launching Questions (two-way communication) if you want to engage people and capture and keep their interest.
Added by Scott Wintrip on April 4, 2013 at 7:31am — No Comments
Added by Scott Wintrip on March 28, 2013 at 9:42am — No Comments
A few days before arriving here in Copper Mountain, Colorado for our Spring Break ski trip, I asked my sixteen year old son if he thought he still remembered all of his skills. “It’s been five years Ben,” I said. “How do you think you’ll do?”
“Are you kidding,” he said. “All I gotta do is pizza and french fries.”
For those who don’t know what Ben was referring…Continue
Added by Scott Wintrip on March 25, 2013 at 9:48am — No Comments
Healthy boundaries are your gift to yourself and the world. This nurtures you while being a role model to others.
Added by Scott Wintrip on March 21, 2013 at 9:45am — No Comments
How is it that 115 cardinals at the Vatican can choose a Pope in just 24 hours, yet, in Washington, DC, congressional leaders and the President can’t seem to find a way to compromise on spending and budgets in a way that serves the American people. The answer is priorities. When something is a priority, people always find a way to get it done. While not everyone is happy or even agrees with the choice of Pope Francis, the leaders of the Catholic Church made a nimble choice that allows…Continue
Added by Scott Wintrip on March 18, 2013 at 8:10am — No Comments
Salespeople are often perceived as being suave, slimy, slippery, and scary. This creates a tremendous opportunity to create a different experience for every buyer, and be more memorable as a result.
Added by Scott Wintrip on March 14, 2013 at 11:51am — No Comments