By Paul Reilly In uncertain times, are you better off exploring new opportunities or exploiting existing opportunities? Before answering this question, consider this analysis of nearly 2,500 fishing expeditions. In this two-year study, researchers Shay [...]
By Paul Reilly On a recent webinar I asked a group of salespeople, “How are you managing the current situation?” The general consensus…“I’ve lost my sense of control.” At some level, we can all relate [...]
By Paul Reilly A few years ago, we attended a family party at my wife’s grandfather’s house. My daughters were playing with their cousins, and one of them accidentally knocked over a small clay statue. [...]
By Paul Reilly I can’t think of another profession better equipped to face uncertainty than the sales profession. Think about it…When has sales ever been a stable and certain profession? Given the recent events, it’s [...]
By Paul Reilly What if the first thing you did in the morning set the tone for the rest of your day? In Charles Duhigg’s The Power of Habit, he explains the importance of keystone [...]
By Paul Reilly According to a recent study in the Harvard Business Review, only 12 percent of salespeople are rated as excellent by buyers. That percentage is shockingly low. So, if your benchmark is excellence, [...]
By Paul Reilly “I really believe that when 2020 gets here we’re gonna look back and this is gonna have been the best decade in Clemson football history. That’s what I believe.” Dabo Swinney – [...]
By Paul Reilly Imagine that you arrive at the airport for your flight to an important meeting with your number-one customer. The parking garage at the airport is full, so you must find an alternative [...]
By Paul Reilly Have you ever met someone and later realized you had food in your teeth or your zipper was down? These blunders are often obvious to others, but not to you. People are [...]
By Paul ReillyConsider the following studies…Optimistic salespeople sell 37 percent more than pessimistic salespeople;A positive outlook can reduce your chance for heart attacks;Happiness leads to success, not the other way around; andOptimism can lead to [...]