Archive for the ‘Leadership Coaching’ Category

How to Motivate Your Team Long Term

l One of the great challenges for any leader is motivating his or her team. That’s what being a leader is: It’s motivating other people to take action, achieve and accomplish. There’s something I haven’t really understood and haven’t had 100% clarity on until recently. I learned that motivation is an external concept. Motivation is something you offer people. Or […]

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An Important Choice that Makes Great Leaders

There’s a huge emergence of entrepreneurship in this country right now – you can see it on social media and TV shows like Shark Tank and The Profit. There are lots of ways to run your business and work from home, and I’m a fan of the idea of being an entrepreneur. At Southwestern Consulting, we’re not 100% entrepreneurs, but […]

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Your Family Fuels Your Success

“My family will never be the reason why I can’t succeed. Rather, they’re the reason I must succeed.” Wow, what a powerful idea and a powerful thought, courtesy of Tracy Christman, one of our Southwestern Consulting clients, and one of the multipliers profiled in Procrastinate on Purpose. I’m back home, after traveling, and was thinking about what Tracy shared. We’ve […]

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What Should You Do on Your First Day in Sales – or Recruiting?

This is an important question: What should you do on your very first day in sales? It’s a question we hear at Southwestern Consulting a lot, because we’re growing very fast. Every single day, we’re bringing on new sales and leadership clients who’ve hired new salespeople. And they’re all asking this question.
 
Let’s just pretend for a second you’ve started […]

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The Quality of Life is determined by the Quality of Our Relationships

We all want happiness. We want that secure feeling of real, sustainable joy. All of us – me, our family and friends, our coaching clients – are trying to find happiness. And we all ask, “Where do you find happiness? Where does it come from?” When you look online, you see memes with quotes like, “Don’t worry, be happy” or […]

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Entrepreneur on Fire Podcast Interview with Dustin Hillis

Checkout this podcast interview with John Lee Dumas the host of Entrepreneur on Fire and Dustin Hillis Co-founder of Southwestern Consulting. 3 Key Points: You cannot teach what you don’t know, and you cannot lead where you won’t go. Selling is the transference of emotions and expectations. Keep your principles. Stay focused on your principles. Enjoy! (Click here to listen […]

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Unconditional Confidence

Do you believe confidence is something you are born with or not? At Southwestern Consulting, we found that confidence can be developed and strengthened through awareness and training. There are 3 Types of Confidence. We all have experienced all 3 types in some form or fashion in various ways. Our goal is to progress through the 3 types of confidence […]

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Being Decisive

What do people like Richard Branson, Elon Musk, Mark Cuban and Mark Zuckerberg have in common? Other than being billionaires, they all are decisive. They know what they want. They understand their priorities. They make decisions. You’d probably never hear any of them say, “let me think about it”. Billionaires don’t have time to “think about it”; it’s either a […]

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You Cannot Teach What You Don’t Know & Lead Where You Won’t Go

Those that cannot do, teach. The world is hypersensitive to hypocrites.  The idea of someone telling me what to do that doesn’t practice what he or she preaches makes me cringe.  Kids see hypocrisy in their parents when the parent tells them to not cuss, meanwhile the parent cusses away.  Salespeople see hypocrisy in their sales manager when he demands […]

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Feedback

“There is an element of truth in every piece of constructive feedback.” In my book Navigate, I write about the 4 different buying behavior styles and how psychologically buyers make decisions based on their fears. – The Fighter’s biggest fear is “losing control.” – The Detective’s biggest fear is “making a mistake.” – The Counselor’s biggest fear is “change.” – […]

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4 Types of Leadership

4 Types of Leadership How to be a Navigate Leader Recently, I was riding in the car with a consulting client field shadowing and listening to him coach his newly-acquired team.  He is a classic Top Producer who was promoted into sales management without any leadership training.  (I see this happen all the time!  Why do we put so much […]

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Comparison Is The Thief Of Joy

Comparison causes stress, frustration and ultimately limits people’s belief in what they think is possible. It takes an extreme amount of self-control and mental toughness to not compare yourself to other people. Think about it.  When was the last time you had any of the following thoughts: “I would be doing much better if I had Mary’s territory” “I’m doing […]

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Southwestern Company / Great American Ranked In Top 5,000 Companies In America

http://www.inc.com/inc5000/profile/southwesterngreat-american Inc. Magazine recently ranked Southwestern/Great American as one of the top 5,000 companies in America. For more than 30 years, Inc. has celebrated the fastest-growing private companies in America. To be honored this year is a particularly notable achievement. To rank among the 2012 Inc. 5000, Southwestern had to thrive through three of the toughest years this economy has […]

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Closing Different Buying Personalities

Navigate: Closing Different Buying Personalities Closing the sale is one of the most important parts of the cycle of selling.  The best closers understand that closing is not an event, but rather closing the sale is a process of incremental “yes” questions.  I define closing as “providing a service/product to someone that they need by helping them go from point […]

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