Why is it that some people have careers that resemble a marathon—methodically, progressively advancing on pace and towards a defined objective—while other people have careers that resemble someone running on a treadmill—exerting energy, doing good work, but ultimately going nowhere, ending up right where they started? The answer might very well lie in the words that follow the ellipses: “Yes, but…” Continue reading Career Advice No One Is Giving You: “Yes, But…”
Leaders are made, not born. Sure, some people are born with greater aptitude in certain areas inherent to leadership, but not all of these people grow up to become leaders. Likewise, many people who are not born with inherent skills identified with leadership work hard to develop these skills and grow into great leaders. That’s my opinion. Admittedly, it’s not a universal truth—it’s a hotly debated topic. In a study published in 2012 by the folks at the Center for Creative Leadership (CCL), they found 52.4% of C-level executives (barely over half) believe that leaders are made, not born; 19.1% believe that leaders are born, not made; and the remaining 28.5% believe they are equally born and made. Continue reading The Bionic Leader
The game of poker is a brilliant microcosm of the profession of sales. It encompasses all the necessary elements: preparation and hard work, disciplined behavior, methodical process, storytelling, negotiation, and winning (or losing). I am excited to share with you 15 lessons I learned at the poker table that can be used in the world of selling.
This is the article I’ve been dying to write since before I began blogging. Perhaps that’s why it took me several months to tackle. You see, I love poker. I’ve been playing it since 2003 when I watched Chris Moneymaker, an amateur from Tennessee, best 838 other poker players (mostly professionals) in the World Series of Poker $10,000 buy-in Main Event, parlaying a $39 satellite entry into a $2.5 million payday. That televised miracle ignited many people (such as myself) who had never even considered entering a casino’s poker room to begin playing. I don’t play for the money; it’s not a secondary source of income. Truth be told, I’ve probably lost slightly more than I’ve won over the past decade. I play for the pure enjoyment—the intrigue, the drama, the strategy, the psychology. I love poker as much as any of my hobbies, and even as much as my professional pursuits that fund my poker play. And so the prospect of writing about it, while natural and exhilarating, is also daunting. I don’t want to mess this up. I will try to write this in a way that makes sense to someone with no prior knowledge of poker, but ask for your forgiveness in advance if I fail to do so at times. Continue reading 15 Lessons Salespeople Can Learn from Poker Players
As far as I’m concerned, there are two types of people in this world: those who pay attention to detail and those who don’t. Unfortunately, it seems that the latter far outnumber the former, and the chasm grows wider as I grow older. The disparity is such that I am beginning to believe that those with attention to detail are the ones with the problem. Yes, I am about to opine on the virtues of paying attention to detail—despite the fact that Richard Carlson told us “don’t sweat the small stuff” in his best-selling book of the same name.
First, a disclaimer: I am a type-A, anal retentive, obsessive-compulsive, perfectionist. I have been for as long as I can remember. Therefore, attention to detail comes as naturally to me as breathing, blinking or hitting a golf ball with a wicked slice. However, I am not suggesting that these are the qualities that are sorely lacking in society today. A simple appreciation for details will suffice. After all, it’s the finer points of life all around us—the seconds, the pennies, the numerals to the right of the decimal point—that make life (and us) interesting and unique. Continue reading Attention to Detail Disorder
Simply defined, an icon is a person who is very successful and admired. Some might call them “masters of the game” or “hall of famers”. Their accomplishments are undeniable. It is my pleasure to introduce you to an icon who has influenced me throughout my career.
Keith Hawk is a veteran sales professional and sales leader of more than 35 years. Over the course of his distinguished career he has developed a rich understanding of what it takes to succeed in the profession of sales.
In addition to running a national sales organization of more than 1,000 sales professionals for a multi-billion dollar global corporation, Keith lectures regularly on topics such as consultative selling, selling to executives, coaching and leadership. Keith is co-author of Get-Real Selling: Your Personal Coach for REAL Sales Excellence.