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Fish Instead of Hunt

Whether you are using social networking, cold calling, warm calling, or you are growing accounts, it’s important to use a fisherman’s mentality, instead of a hunter’s. That’s because no one wants to be hunted. Think about it for a second: what does an animal’s instinct tell them to do when they feel like they are read more »


Top 5 Ways to Engage Millennial Learners

The number of millennials in the global workforce continues growing at a rapid pace. However, it’s a known fact that people like myself (born between the early 1980’s and early 2000’s) don’t operate the same way our parents or their parents did when they joined the workforce. So, how can you make us enthusiastic about read more »


Blaming the Price Objection Isn’t An Excuse

Sales leaders and managers have heard their reps complain about a slow week, month or quarter because their prospects don’t have any money. Additionally, these same reps keep getting turned down due to their solutions’ price. This is one of the top objections sales people hear and yes, it is a real objection. But it read more »


Sharing Your Vision

Has anyone ever asked you, “Do you see what I’m saying?” On the surface, this makes no sense at all. However, if you truly take the time to understand it then it does. Most managers can clearly see their vision. But one mistake they often make is thinking that everyone else can see it, too. read more »


Losing Money on a Golf Course is No Different Than in Sales

Losing Money on a Golf Course is No Different Than in Sales

Pro golfer Jason Dufner’s putting down the stretch at the 2018 Player’s Championship had many golf fans across the country cringing. You see, the five-time PGA Tour winner had a chance to win an extra $700,000 if he made a 17-foot putt. But not only did he miss it, he missed a five-foot putt on read more »


Making Training Stick Via Video Integration

Making Training Stick Via Video Integration

A growing number of sales leaders are becoming increasingly interested in incorporating video into their learning programs because of its benefits for bringing dispersed employees together, while driving effective communication within the organization. These leaders realize that providing their employees with effective training tools that include video can have a profound impact on their business. read more »


How Visual Reminders Help Create Good Habits

So, here’s the thing. I’m terrible at remembering to floss my teeth. Every six months, I would go to the dentist, and every time the hygienist would tell me to floss regularly. I always promised that I would and would usually do so for a day or a few days. But then my bad habit read more »


5 Quick Tips for Sales Leaders to Combat Status Quo

You’ve probably heard the age-old story of the little girl who, while helping her mother cook a holiday meal for the entire family asks, “Mom, why are you cutting the ends off of the ham before you put it in the oven?” The mother responds, “Well, you know what dear, I’m not totally sure, it’s read more »


50 Habits of Successful Sales Professionals

There is no doubt that sales can be an uncertain thing. After all, sales professionals don’t have superpowers to read people’s minds. However, great sales professionals make more money because they are problem solvers for potential and existing clients. They also have certain habits that make them successful. Here are 50 habits of successful sales read more »


Three Things to Consider When Developing a Clarity Statement

Three Things to Consider When Developing a Clarity Statement

Whenever I ask someone what their clarity statement is, I often get two responses: “A deer in the headlights” look, meaning they don’t understand the question. Or, “What’s a clarity statement?” What most don’t realize is that a clarity statement is the fundamental reason an organization exists. It is a short statement that allows someone read more »


Setting an Example We Can All Cheer For

The NCAA men’s basketball tournament has a knack for creating instant celebrities, and few have fit the mold quite so perfectly as Sister Jean Dolores Schmidt, the 98-year-old nun who serves as the team chaplain for the Loyola-Chicago’s men’s basketball team. Her joyfulness and holiness have captured the hearts of millions through TV, radio and read more »


New Velocity Named One of the Top Sales Training Companies for 2018

In a world of technology, competing for the attention of learners can be a difficult task. The expectations of a modern learner are greater than in years past. The bar is set high to inspire learners and accelerate growth. Our focus at New Velocity is to continuously evolve how we approach the needs of our read more »


Getting More Out of Life

I consider the sales to be the greatest profession in the world. That’s because you always have the opportunity to earn more money faster than any other profession. For example, a pharmacist looking to double their income could take a page out of the “Breaking Bad” TV show and open a meth lab on the read more »


Negotiating Using Three Lessons from Pro Sports

Most organizations continue being under increasing pressure to produce results and build lasting relationships. Additionally, the ability to negotiate successfully in today’s turbulent business climate can make the difference between success and failure. Michael Blackstone is a former executive director of basketball operations for an NBA franchise. He joined the Cleveland Cavaliers in 2010, bringing read more »


Impossible is Nothing

At the age of 25, Roger Bannister made headlines around the world as the first person to run a mile under four minutes — a test of speed and endurance that stands as one of the defining sporting achievements of the 20th century. That was in 1954. On March 3, he passed away at the age read more »


Top Four Reasons Why Practicing Managerial Courage is Critical

Top Four Reasons Why Managerial Courage is Critical

Managerial courage is all about developing the capacity to communicate with candor and a balance of ego and empathy. It’s often described as not holding back on having an open and honest conversation — letting people know where they stand. Furthermore, it’s the willingness to take action when necessary and without hesitation. Here’s why managerial courage is read more »


Organizational Culture Lessons from the Philadelphia Eagles

Organizational Culture Lessons from the Philadelphia Eagles

In 2013, the Philadelphia Eagles thought bringing in a successful coach (on the collegiate level) to finally help with their playoff woes, would help it reach the goal of winning its first-ever Super Bowl. Instead, what it got was a team leader who created more problems — something everyone in the business world can appreciate. read more »


It’s Time to Start the Year Off Right

Setting goals is one way to be successful at whatever challenge you undertake. And 2018 should be no exception. For example, many have fitness goals, and January is a great time to get a fresh start on one’s fitness. Even if you don’t buy into resolutions, the end of the holiday season is a great read more »


5-year old steals the show from PGA Tour Legends

This past Saturday night my wife Vicki and I were invited to the First-Tee Gala, part of the SAS Champions Tour Event. Both events were held at Prestonwood Country Club in Cary, NC, where our family lives. The First-Tee put on a fantastic event with over 300 people in attendance. A handful of the Champions read more »


Are Your Questions Mundane or Maximized for Impact?

So here’s the problem: too often sales people ask questions as if they’re just taking a survey, gathering information, or “checking the box.” As you go through your regular routine with a prospect you may ask, “What made you call in today?” Or worse yet, “Thanks for calling . . .” followed by 10 minutes read more »