Archive Monthly Archives: February 2016

50 Sales Experts to Share Sales Acceleration Secrets

Online Sales Summit Mike Bosworth

Online Sales Summit 2016: Mike Bosworth & 49 other Speakers

With an impressive speakers list that reads like the "who is who" of sales and marketing this is a must-go event for anyone even remotely in a sales profession. Last year 30,000 salespeople and other people attended the event, this year 50k are expected.

The purpose of the event is to bring successful authors, experts, and business leaders from across the world to one place. In a rapid-fire series of presentations, those experts will share wisdom, hints and tricks.

Mike, Solution Selling® and What Great Salespeople Do,  will be sharing how you can easily fill your pipeline.

There will be something for everyone - no matter if you are a Sales Director, Account Manager, Fundraiser, Online-Marketer or Inside Sales. The event is completely free.

Get access to information-packed sessions that cover the entire sales and marketing landscape, including:
  • Inside sales
  • Field sales
  • Sales operations
  • Sales enablement
  • Marketing and lead management
  • Customer success

The list of confirmed speakers includes:

Brent Adamson, Principal Executive Advisor at CEB
Jill Konrath, author of SNAP Selling
Grant Cardone, CEO of Cardone Training Technologies
Jeffrey Gitomer, King of Sales
Amanda Holmes, CEO at Chet Holmes International
Jamie Shanks, Managing Partner Sales for Life
Jim Steele, President of Worldwide Sales and Chief Customer Officer
Art Sobczak, author of the best-selling book Smart Calling
David Elkington, CEO and founder of
Ken Krogue, President, Founder of
Mark Hunter, President The Sales Hunter
Michael Pedone, Founder Sales Buzz
Bryan Kreuzberger, Founder Breakthrough Email
Tom Hopkins, The Builder of Sales Champions
Craig Elias, Founder Shift Selling
Kraig Kleeman, Author, Speaker, Global Strategist
Eric Siegel, author of Predictive Analytics: The Power to Predict Who Will Click, Buy, Lie, or Die
Anthony Iannarino Author, President & CSO at Solutions Staffing
Lori Richardson, B2B Midmarket Sales Expert
Jeb Blount, CEO Sales Gravy
Steve Richard, CRO ExecVision
Colleen Stanley, Founder & President Sales Leadership, Inc.
Dave Mattson, CEO and President Sandler Training
Miles Austin, Founder Fill the Funnel
Mike Schultz, President of RAIN Group
Norman Behar, CEO & Managing Director Sales Readiness Group
Jennifer Gluckow, CEO and Founder Sales in a New York Minute Richard Harris, Founder The Harris Consulting Group

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Do You Want To Search Or Find?

Do you want to search or findWhen someone buys a book or attends a training class often they will later say: "I did not learn anything new." "I knew all of that." Some people get even annoyed when you tell them something they already knew. "Tell me something new."

And when you ask "So...are you using the knowledge?" they look at you with that puzzled look. Most people perceive only things that are new to them as interesting. The danger is that they never dig deep into a topic.

Even worse. Repetition is the mother of learning and this way the knowledge will not be turned into skills. Some just collect wisdom in form of written words, books that they don´t even look into.

It´s useless if you do not convert wisdom into knowledge and knowledge into skills.

To train means to deal with a topic or technique over and over again. To learn, experiment and repeat until you mastered it.

A master is not someone who knows something but someone who can do something.

The same applies to happiness and contentment. We cannot change our life for the better if we are not willing to train new mindsets, habits, ways of thinking. It´s not good enough to know what would be right for you. To take advantage of it and advance you have to do it permanently.

Who is closed to repetition because it´s too boring will probably only scratch the surface and never master any art. Especially the art of happiness.

Whenever I meet people who just like a butterfly fly from one thing to another I ask myself: Do they want to search or do they want to find? Has the search become their objective instead of their resource? Did they get lost in search?

If you have the tendency always to hunt the next great thing,  but you are not happy with your life situation you can tell yourself something like: "If I constantly hunt for news I cut myself off from progressing. For the next 90 days (that is how long it minimum takes to retrain the brain) I stop searching and make use of what I already found. Starting today, I train, learn, and use what I already know".

What would happen if we used what we already know?

We become Master instead of Searcher

Related article: The biggest success and happiness blocker

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Self-Esteem: Do Your Own Thing

Accepting my unique self

I was at a crossroad. In front of my eyes, I saw two very different scenarios, two very different visions of how my future can be.
Not an easy decision. I relocated from Germany where I spent most of my career in sales. I have done very well. The niches I was working in were overpaid, and I had a pretty remarkable life. 

So here I was in the United States ... my English was not good. My first option was that I was offered a sales job with the opportunity to become the district manager. 

My second option was to follow the voice of my heart. I wanted to help people. Not the salesy kind of "consultative selling" - really help people to become more successful and happy. Also, I wanted to create a future for myself where I do not have to work crazy hours and drive to the office or appointments every single day.

I knew I wanted to empower people. Bottom line. 

Farmer or Eagle?

As I said, not an easy decision. The trainer I owe my 15 years of sales success to is Mike Bosworth. Since I attended his training in the late 90ties (Solution Selling) I had sales success. But for as long it rang in my ears: "You are not one of the eagles". 

You see, Mike had classified salespeople into two categories: Eagles and Farmers. Obviously, Eagles were the more unique, rare type. The super sales guys. Mike said that both kinds are needed (to me it sounded like: dumb kid, I love you too). As you can see in 2016, I am still not over the fact that I am just a "farmer" (;   I tried to comfort myself with the thought that eagles leave behind a lot of burnt soil. 

It takes an eagle to start a new business in a new country when you can not speak the language well, right? Successful entrepreneurs are eagles, aren´t they?

I was so full of doubt. I might have good stuff to say. But ... in English? Aren´t there like a trillion unsuccessful blogs around already? Isn´t it true that most coaches can never make a living? What if I fail? What if people hated my grammar mistakes more than they love my content? 

A path of insecurity and risks. Am I delusional or can "my thing" actually work? I mean most new businesses fail. That´s a fact. 

I wrote my first few posts and won my first coaching client. Lucky enough someone took the time to write a detailed email on how my article had helped him. My first client was so happy that he referred me to my second one, and I could also gain fantastic regular readers. Mike Bosworth, the legendary sales trainer, was one of my first newsletter subscribers. 

That was like a breakthrough. I could see that even though I still have to learn and continue learning it will be possible to make a great living while doing my own thing. Following my heart´s desire. 

And the craziest part? Mike Bosworth asked me to work with him. That´s probably the only sales-related job I´d ever accept. I am now in the process of becoming a certified trainer for Mike Bosworth Leadership.

Not too shabby when the guy you looked up to for 20 years and who made you very successful asks you to work with him. What this guy does is and has always been top notch. 

And as you read this my blog is ten months old and has lots of wonderful readers. 

The nature of doubt

It´s not conventions or the society who keep us from living our dreams. When making a seemingly irrational decision, you feel like an outsider. Not only will you have to make it work but you also have to defend what you are doing. Against yourself and others. Especially should you fail. 

These doubts nearly kept me from following my dreams. But then I realized: it´s not important what others think of me or say about me. Or if I act against conventions set up by our society. 

What matters is that you can accept yourself. 

I had to accept that I am not an eagle. And not the tough, dynamic career type. I just played him for years. I had to accept that career, and social status is not more important to me than my beliefs and my desires. 

And the hardest part that I had to learn: Not you, the society, or my lack of formal education had made it hard for me. You did not keep me from starting to live my dreams a long time ago. I did. 

And when I got pretty sick for the first time in my life I realized: You have only one life. I don´t want to live it for headhunters, role models or buying sh ... to compensate the pressure of playing something I am not.

Getting to know yourself 

A "psycho-hygiene" diary can help you learning about yourself and understanding yourself better. To distinguish between boundaries set by yourself and real ones. I will publish an article on how to write such a diary soon. 

Accepting yourself if you are different

Accepting yourselfIt does cost a lot of courage to act against conventions and the rules of our society. And against your own. But if we do not accept and like us for who we are we create our hell. We will do things just because we think we have to. 

We will make decisions that do not suit us. We will live a life that does not make us truly happy. 

Can you accept yourself and your desire?

I have decided to follow my desire, and I feel triumphal about it. Whenever I feel like I am at a dead end, I ask myself: Is it an external problem? Or am I just having a problem with myself? Is it related to accepting myself?

Most of the time it´s not about the judgment/opinion of others. But just about my own or my perception of the expectation of others. 

Ask yourself: Where do I have problems sometimes accepting who I am or what I would like to do?

That is the first step towards a life in which you can truly be yourself. 

Here´s the deal

Mike´s current program, Story Seekers® helps salespeople and other people to excel in roles that are not even them. It can also support anyone in a sales related role wanting to do their own thing. 

No matter if you are selling yourself (for instance job seekers, consultants, and many other influencers) or if you are in a sales role (sales manager, online marketers, salespeople, realtors, fundraiser, lawyers, entrepreneurs...).

Story Seekers® offers a proven framework for 
  • influencing without authority
  • building instant trust
  • influencing change utilizing the power of story
  • creating an instant connection

Today, I would like to ask a favor of you: 
Please have a look at the Story Seekers® program. I bet you know a few people who could do with more sales/clients/new donors. Or maybe you know a sales manager with an underperforming team. 

I would love if you could send me referrals. 

To sweeten the deal: 

Let´s make it a triple WIN. For every referral that books our class (per person! if it´s a company or more than one it´s for each person), you receive your choice of $ 150 Amazon gift card (or PayPal), or you bring 3 and can come for free. 

It helps the person you refer; it helps me, and you get a small (or if you chose the free class BIG) reward just for recommending a legendary trainer. 

Click to learn more, grab a brochure and send your referrals: STORY SEEKERS®

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Fear of Change – 5 Life Hacks

Pledge against Living as Johnny Average

Often we would rather accept to be unhappy than making changes that can lead to a better life for us. Time and time again, we can see that people only change when they have no alternatives left. When their back is against the wall.
But before that came a long ordeal or even a life of suffering. Some examples of the areas we most often fail to change:
  • Stuck in a work situation that makes us unhappy or even sick
  • We do not chase our dream and live a compromise
  • Our relationship is over. But we stay
  • We want to change unhealthy behaviour
We will look at why we are hesitant to make changes and most importantly share the tricks that will enable you to overcome the fear of change and create the life you desire. At the end of the article, you will also find a gift that will support you even further.
There are some cases where the following tips will not apply as easily and where a person is advised to seek additional individual help. For instance traumata, addiction, serious depression/burnout or cases of severe procrastination.
First of all, I would like to show you why we often put off making changes, even though we know we will be better off if we do.
For an outside party, it can be hard to comprehend why someone does not change situations that make them unhappy, for instance quitting a job or ending a relationship. In my experience as a Coach, some people are very scared of making changes. Affected people told me that even though they know that they have to make a change and even though they really want to -  somehow they can´t.

Why are we afraid of Change?

No matter how bad the status quo might be - something we already know makes us feel safe. The familiar seems to be better than the unknown. Because we know it, because we know how to react to it - and how to protect ourselves from it.
And there is no guarantee, right? It could get even worse, or we might fail. People tend to imagine worst-case scenarios. We are great at seeing risk and danger and prepare ourselves for the worst. Cognitive psychology studies suggest that we have much more awareness and sensitivity for losses than wins and chances.The fear of losing the bad job pains us more than potentially missing out on a terrific job. The belief that things could get better is often secondary. The fear of the unknown weights heavier than the suffering.

Survival instinct

The strategy of sticking to the status quo seems to be deep-rooted. Holding on to the known gives us a better chance of survival than taking risks does. The fear of change can also be interpreted as the fear of hurt and fear of failure.
I am sure you were also in situations where you discussed a problem your friend had. "But it could be even worse.". And when you offer practical proposals for taking action they are like: "Yes, true. BUT...." That illustrates how much we are fixated on obstacles and resistance. We immediately find reasons and arguments against any proposal to change. Often we do not even apprehend the chances and advantages.
And if we see the chance we are afraid that it could maybe fail. That would leave us even stripped of the hope that there might be a better life. It´s a primal survival instinct to try and protect us from such harm.
Here are some tips to beat this survival instinct that comes in very handy when we are running from a mad bear - but not so much when we want to build the life of our dreams.

1. Disarm the worst-case-scenario

As mentioned, we tend to imagine it could get even worse. Often we do not think this through. Ask yourself: What would be the worst that could happen? Please visualize it in all details and very explicit. And then ask yourself (without fear):
  • Who am I?
  • What are my capabilities?
  • What do I want?
It´s not easy to be totally brutally honest to and aware of yourself - but it´s possible. And you can do it.
Once you found out what you want, you will notice the difference. Every day. Find out things about you that you never guessed.
I promise you: As soon as you start thinking the worst-case scenario through until the end you will know that making the change you dread is less risky and dangerous than you thought at first.
Here is an example: You want to start a new job. A risky one. One where you still lack skills needed. Your instinct tells you to stay way. Once you think it through you will discover that you are afraid of failing. Why? Because someone might think of you as a failure. Next you will realize that a) the person might think even worse of you if you never try and most importantly b) that it is not all that bad.
The chance what someone might think of you if you should fail does not weight stronger than the chance. A positive side effect? If you practice the "thinking things through" (something Alfred Herrhausen taught me) you will skyrocket your chances of succeeding by positive thinking and a positive belief.

2. Change requires Strengths

To take action in life requires persistence, power, and a positive mindset. But that´s just what we lack when we are unhappy or have been in a bad spot for a longer period. Burdensome situations cost a lot of energy. Just like they would suck the energy right out of you.
5_life_hacks_fear_of_changeWhere to find the strengths needed to make a change? My tip: mind your thoughts when you think about the potential change. Are your thoughts mostly optimistic or pessimistic? Stop negative thoughts and paint a clear picture in your head: How do you want your life to look like after the change? Put it on a piece of paper. But only write down what you want. Not what you don´t want.
Take your time and imagine every terrific detail. Again. Shut out the negative thoughts and focus on your ideal scenario. You will notice that you feel like a cell phone on a charger. All of that energy and strengths streaming inside of your body.

3. Change takes Courage

I have heard from people that they do not see any other alternative. And that they feel like they do not have a choice. That they have to make a change.
That´s not good enough. If you want to change something you also need faith and the belief that things can get better. And you need to believe in yourself.
Courage, self-esteem and a feeling of self-worth eliminate the fear of the unknown.
  • Which obstacles have you overcome in the past?
  • What helped you achieving your goal?
  • When did you succeed? How did that make you feel?

4. A shift of perspective

Are you a regular reader of my blog or even a current client? Do you already trust me? For those who do let´s do a little experiment:
Please do this right after reading: Stand up and walk in a circle for a minute.
And another minute. Does that feel silly to you? What was your impulse? Did you want to stop? End the craziness?
This little (and admittedly amusing (; ) experiment helps to paint the symbolic picture for people with the fear of change. How we in reality always run in a circle.
Sometimes it is easier just to keep moving. It also takes less courage. Because to eliminate the fear of change requires courage and energy.
Try to look at yourself from afar.
  • What do you see?
  • Which impulse did the shift of perspective create?

5. Small steps

As I said in my article "8 Habits of Successful People": Driving slowly but steady will get you to the top of the mountain.
Small step = small resistance = quick success.
Sometimes what is blocking us is that the change seems so enormous and drastic. That scares us, or we feel swamped.
Most of the time, it does not take monster steps to start a change. You might find my article about goal setting. helpful.

Bottom Line

It´s your life. You are the master of your destiny. And I bet you do not want to be just another Johnny Average living a compromise.
Let´s collect all of our courage and all of our strength. Let´s beat the fear that is the ONLY real obstacle.
Another great help is the free DreamBuilder Kit from my friend Mary Morrissey. You should totally get it and if you can also the full program. Mary is a truly awesome and gifted Coach.
Either way, it will support you in making your dreams your new status quo. Get it HERE

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