Welcome to the Avoidant Economy, where cash is King and companies have made it their thrones as they sit on piles of it. Welcome to delayed decisions, fear of overhead, and the permanent change in the psyche of buyers as a result of the Great Recession. The Avoidant Economy is not going away, in fact, it’s getting broader and deeper as volatility, uncertainty, and fear continue to prompt leaders to pause before making decisions and choices. Even the upcoming election will do little to change…

Sell to the “er” and watch how people suddenly go from disinterest to engaged conversations that lead to sales. For example, if a prospect tells you…

…I’m happy, ask, “What would make you happier?”

…My current vendor is fast, ask, “How would you benefit if we could do it faster?

…I’m getting good service, ask, “What would make it gooder?”

Of course, there is no such word as “gooder,” so you’d say “better” instead! The point is that your prospect was not thinking…

“I yam what I yam and that’s all that I yam,” said Popeye in every episode of the iconic comic strip of the same name. It appeared that Popeye had healthy self-esteem and a clear image of who he was and his place in the world.

So, who are you? If you said CEO, business owner, Sr. Vice President, of another title-oriented label, you’re missing the point. You are so much more than your title or even your role at home. More importantly, who you are is not a static state that remains…

This morning I awoke to learn that Tropical Storm Issac had knocked out power at home and the office. For a storm so feared by many and covered so thoroughly by the media, this result was a minor inconvenience. In fact, it gave my wife, Holly, and I the perfect excuse to walk to the restaurant in our neighborhood for breakfast, allowing us to enjoy some “bonus” time together. What a truly awesome thing to have no power!

Yes, Issac is a serious storm that’s having an impact on many…

Scott explains that an effective sales organization needs a combination of sales and services to sustain horizontal and vertical growth. He provides details on the attributes an organization must have in place to achieve this.…

Scott discusses packaging for the end cap. This includes strategies like clearly conveying the value of the product or service, how you package, and the impact of your choices of words.

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Scott provides three simple questions to assess if you are on the right path. These are: is this simple, is this sustainable, and what evidence do you have that it will work?…

Scott shares the four “ates” to stop the feeling of overwhelm. These are: eliminate what is not an absolute necessity, delegate either internally or externally, automate, and integrate.

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Scott explains that mastery is achieved by practice and education that happens before the skill or action is actually needed.

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Scott explains four reasons why leaders have benefit from coaching services.

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