by Kevin Brimhall | Mar 23, 2011 | Sales / Growth
"Selling’s hard," she moaned, shoulders drooping. "I get told "No" a lot more often than "Yes" and I’m not sure how long I can keep this up." How many times have we heard comments like this from a sales person?...
by Kevin Brimhall | Mar 14, 2011 | Organizational Excellence
Or is it Merely a Working Group? As children and teenagers most of us played on a team of some kind: sports or otherwise. Remember what it felt like to be part of a winning team or, alternatively, a losing team? Recall the elation you felt when your team won an...
by Kevin Brimhall | Mar 4, 2011 | Goals / Purpose
The "I bought a boat" Theory of Taking Action One Step at a Time A friend passed along that her first boss and mentor tells a terrific story that illustrates the power of taking action one step at a time. Prior to their work together, he was the general...
by Kevin Brimhall | Feb 22, 2011 | Book Summaries, Organizational Excellence
Subtitled "The Secret to Transforming Your Business – and Your Life," this book came highly recommended by my friend Markus Isenrich, president of the private equity firm Ferro Management Group. Vital Factors describes and promotes the use of the MAP...
by Kevin Brimhall | Feb 16, 2011 | Motivation / Inspiration
What is "sandbagging"? Sandbagging is a term most often used in the game of golf. In golf it refers to players who either miss shots on purpose or outright cheat by turning in a higher score than they actually shot. This affects the handicap number that is...
by Kevin Brimhall | Feb 5, 2011 | Leadership
"I want to take my business to the next level. We need to grow by 40% this year and 150% over the next 3 years. But…" I heard this from a business owner just last week. His "but" was his concern that his staff wasn’t prepared to get it...
by Kevin Brimhall | Jan 27, 2011 | Sales / Growth
Do you remember the last time you went to a dealership to buy a car? Over the years, my experience never varies. I pull up at the dealership and a sales person literally runs over to my car and tackles me before I even get out. The sales person’s first question?...
by Kevin Brimhall | Jan 2, 2011 | Motivation / Inspiration
Prior to the holidays I asked a friend of mine about his business. He told me that he’d had a pretty good year but felt frustrated. For the third year in a row, he had fallen short of his annual goals but felt complacent since he’s still doing okay...
by Kevin Brimhall | Dec 13, 2010 | Book Summaries, Sales / Growth
You can’t see them – so how do you sell them? That’s the problem with services. In this classic field guide to modern marketing, Beckwith covers a lot of territory. Christened "a classic" by Swim With the Sharks author Harvey Mackay, this...
by Kevin Brimhall | Dec 4, 2010 | Leadership
It’s important to stay in touch with the topic of leadership in business. A wonderful source for me is my network at the Wharton School of Business, my alma mater. The professors and staff at Wharton do amazing work and I wanted to share with you an interesting...
