by Kevin Brimhall | Sep 4, 2012 | Sales / Growth
They completed each step: sent the letter, set the appointment, gathered requirements, presented the solution, completed the demonstration, prepared the quote, presented the proposal, negotiated but failed to close. They followed all the right steps. So what went...
by Kevin Brimhall | Aug 16, 2012 | Book Summaries, Leadership
Businesses are becoming more complex. It’s harder to predict outcomes because intricate systems interact in unexpected ways. Staying on track is much easier with a guide or checklist. Michael Useem, a professor at my alma mater, The Wharton School of the...
by Kevin Brimhall | Aug 7, 2012 | Personal Improvement
Procrastination, like all of your behaviors carries consequences. Whether your behavior is conscious or unconscious, you will eventually have to deal with the effects. Procrastination is something that we all have to confront and deal with from time to time....
by Kevin Brimhall | Jul 23, 2012 | Organizational Excellence
I went to the eye doctor a couple weeks ago. The exam was comprehensive. In addition to verifying my eyes’ health, through a series of trial and error – "Is one better or two? Is the first better or the second?" – the doctor determined...
by Kevin Brimhall | Jul 9, 2012 | Motivation / Inspiration
The importance of immediate, massive, daily action has been written about many times already, but it is so important that it is worth writing about again and again. The examples in this article come from the world of business, but they could apply to other walks of...
by Kevin Brimhall | Jun 27, 2012 | Sales / Growth
Achievement of selling "excellence" is most often earned rather than learned. Outstanding professionals continuously seek to hone their skills from mistakes made and from lessons learned in pursuit of success. Professional sales people in search of...
by Kevin Brimhall | Jun 15, 2012 | Book Summaries, Personal Improvement
Earlier this year some fellow business coaches and I agreed to each identify five or six non-fiction books that are our "go to’s" when we work with groups and individuals. Although I rely on QBQ! What to Really Ask Yourself – Practicing Personal...
by Kevin Brimhall | Jun 2, 2012 | Personal Improvement
Recently we wrote about "Goal Achievement and Fear of Failure," and it is well documented that many people fail to achieve their goals in life due to this phenomenon known as "fear of failure." But are you aware that a major factor that is often...
by Kevin Brimhall | May 14, 2012 | Goals / Purpose
In school we were asked to answer questions and take tests. There were right and wrong answers, passing and failing grades. Because we’re a product of our past experiences, we took this same framework into our adult experiences. We have goals and we judge...
by Kevin Brimhall | Apr 23, 2012 | Book Summaries, Leadership
I was thrilled when I learned that Randy Dobbs, a friend and mentor from my days at General Electric, was writing a book about his leadership experiences. In the early 1990s I worked with Randy at GE Motors in Ft. Wayne, Indiana and then again at GE Medical Systems...
