Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Getting buy-in, while an admirable concept, is holding back versus helping many companies. If…

Many buyers are forgetting to buy from salespeople they actually like. Is it message? Quality of service? Cheaper price? No, no, and no.

It’s even simpler than all of that…it’s presence. Even many of the very best salespeople are losing deals because they aren’t around when buyers are ready to buy. What’s most unfortunate about this is that showing up is one of the few things salespeople can control.

Out of site, out mind, means out of…

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Back to basics is one of the worst strategies ever conceived. Having to engage in such a…

Since buyers like to buy and don’t like to be on the receiving end of a sales pitch, this may indicate the need for a 12-step program, but not for customers. Rather, it would be for all salespeople who, intentionally or not, behave in ways that prompt buyers to recoil as though they were dealing with an addict on a binge.

If there were such a program, let’s call it Sales Anonymous, I suspect the 12 steps would read something like…

1. We admitted we were powerless over…

Next time someone someone tells you he already knows all about what you’re saying, say the following:

That’s great! How much are you doing that?

Chances are there is a gap between what someone says they know and what they’re doing with that knowledge.

The divide between knowing and doing is plaguing companies across the globe. The dangerous assumption that just because someone knows something automatically means she’s doing it keeps her from…

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Baggage claim at the airport is a losing experience for some people as they wait, without…

Slick lines, canned responses, and a voice that sounds just like the typical salesperson—a common combination for too many salespeople today. Even those who avoid this Wolf of Wall Street persona still tend to talk too much, listen too little, and dominate versus facilitate conversations with buyers. Is it any wonder that almost everyone, including salespeople themselves, dislike being on the receiving end of a sales pitch?

The definition of a schmuck is:

An obnoxious or…

Tough love and brutal honesty are, quite honestly, terrible ideas. Love is never, ever tough and telling someone the truth doesn’t have to be harsh.

We can tell anyone what needs to be said with clarity, composure, and compassion. So, today and each day hereafter, I encourage you to be direct AND kind. You can say almost anything to anyone if you say what you mean with saying it mean.

Take No Prisoners is a free weekly memo from Scott Wintrip that explores how Radical Accountability prospers companies and changes lives. Instead of taking people hostage with outdated, heavy-handed, and ineffective methods of management, measurement, and motivation, Radical Accountability focuses on creating an unwavering responsibility for getting what matters most done.

Those who claim attitude is everything are most likely struggling with attitudinal challenges…

If you want something different, you must do something different. Even if you want things to stay the same, change is still required. Everything evolves, including the economic climate, needs of colleagues and constituents, the competitive landscape, and the momentum caused by constantly shifting trends. The status quo, if that is truly a desirable state, requires…

“If I could just go a day without having to solve problems, that would be a good day,” a CEO I advise recently shared.

Having heard him say this before, I responded, “The problems aren’t the issue. How you’re viewing them is the real problem.”

This led to a conversation on Making Shift Happen.

We all have a choice of how we view the world around us. Unfortunately, repetitively thinking the same thoughts creates a belief system that stays with us until we…

Next time anyone claims they are being brutally honest, ask yourself, is brutality of any kind really necessary?

These occurrences often start with an exchange of emails or texts. One person thrusts with nasty words, then the other one parries with sarcasm. Before long, it’s common that the following words appear:

“I’m not…