Archive for January, 2015

A Quick Checklist Before You Sign That Sales Training Contract

You think you have covered all your bases.  The sales training contract you are about ready to sign has met all of your requirements.  Just make sure these items are covered before you sign on the dotted line.

sales-training-contract

 

Deliverables

What specific deliverables will the sales training coach, consultant or firm commit to delivering to you? Sometimes, this item is what differentiates sales training solutions.  What happens is assumptions are made on both parties and these assumptions could lead to an unsuccessful outcome.

Assumptions

Speaking of assumptions, what assumptions exist for this sales training contract to be successfully executed.  These items could range from responsibility of locating the training location to having technology present to payment of travel expenses.

Benchmarks

How will the sales training’s effectiveness be measured?  Who will be responsible for ensuring the benchmarks will be monitored?

Results

What are the specific results to be achieved through this sales training contract? Whose responsibility will it be to ensure those results are achieved?

Return on Investment (ROI)

Is there some way for return on investment (ROI) to be measured?  Some within the sales training communities argue this is very hard to calculate.  From my experience, just the opposite is true. ROI can be calculated and that calculation can be rather simple and easy.

Timeline or Schedule

sales-training-contractDid the sales training contract provided an possible timeline for the delivery of the actions/deliverables within the solution.  This action timeline or schedule would include pre and post appointments if any, actual flow of the workshop including learning objectives which are directly connected to the results and ROI.

After submitting numerous statements of work, I have realized these items helped to differentiate me and my consulting practice from all those other gray suits. This checklist allowed me to Be the Red Jacket. Additionally by including these items in my statement of work, I have also protected myself from scope creep which can quickly drain the profits of any sales coach, sales trainer or sales training firm.

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Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with “the heuristic touch” for executive leaders and sales professionals in mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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How to Unlock Your Real Estate Marketing Message

Real estate marketing is changing. Yet many realtors have the same old tired, gray suit messages. Jump over to Zillow or Truila and read real estate listing after real estate listing that sounds more like dry, boring resumes than invitations to visit this home or that one.

real-estate-marketing

First Real Estate Marketing Message

For example, here is one example I just found.

Lovely, Spacious Ranch, over 1400 Square Feet, located close to School. This 3 Bedroom/1.5 Bath Ranch features; Master Suite, with 2 Large closets, and Bathroom, Huge Bonus room, with new laminate flooring and sliding double doors to back yard. The Kitchen has New Cabinets, flooring & counters. The Living room is spacious and hallway leads to 3 bedrooms and a full bath.

Outside of the “lovely,” this message looks to the logic of the buyer and fails to appeal to the emotions.  By taking this action, the realtor and the home’s seller have broken Sales Buying Rule #2 – People buy first on emotion; justified by logic.

The Contender Message

What would happen if the real estate marketing was written like a story where the potential owner begins the story when opening the front door? Not having seen the inside of the above home, I will use my own home as an example:

As you walk into this 1,500 sq. ft. home, the living room with its cathedral ceiling and wood burning stove immediately greets you. The open staircase leads to a spacious loft and large master bedroom (12×19) with its own half bath. Two main floor large bedrooms with ample closet space and a full bath add to that big house feeling.  The kitchen with its custom solid wood cabinets (glass doors, lighted cabinets and wine rack) and a view of your own private woods (additional parcel) from the large kitchen windows or from the large concrete patio give you the sense of your own private retreat.  Solid 6 panel oak doors, ceiling fans in all rooms, hall guest closet, separate laundry room with laundry tub and stackable washer/dryer (stays), osmosis water softener, storage shed, all appliances (double doors refrigerator, stove, dishwasher, & freezer), new energy efficient windows, new siding, newer roof, large one car garage and two car driveway complete this cozy, one owner, 1.5 story Cape Code in a quiet neighborhood with excellent schools and very low taxes.

The purpose of any marketing is to attract attention and to begin to build a relationship with the goal being for the ideal customer to take action to connect with the business or in this case realtor or homeowner. Additionally when the marketing message can overcome many of the sales objections, selling truly becomes effortless.

Time to Compare

“Lovely” leaves a lot to interpretation and can mean anything from clean to neutral decor.  In the second message, the opening is emotionally centered through “cathedral ceiling.” Potential buyers understand that cathedral ceiling means open and inviting. There resides a positive emotional experience within this word along with far greater clarity.

real-estate-marketingUpon further comparison both homes highlighted the master suite.  However, the second one incorporated the word spacious and included actual size of 12×19.

Kitchens are said to sell homes. In first example, the home has new kitchen cabinets. Yet the second one provided detailed explanation of “custom solid cabinets” and further stated (glass doors, lighted cabinets and wine rack). If you had a choice, what kitchen would you want to visit first?

Again both homes mention a school. Yet does the buyer want just a school or an excellent school?

Finally, the second one closes with an attraction hook – very low taxes. Today’s home buyers are better educated and desire (emotion) low taxes. This hook is far better than the first home where the end of the real estate marketing message is “full bath.”

Yes words do matter in any marketing message.  My suggestion to realtors is to stop with the boring, gray jacket real estate marketing message and begin to Be the Red Jacket where your marketing copy makes selling the home almost effortless.

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Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with “the heuristic touch” for executive leaders and sales professionals in mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

 

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The Greatest Gift of All to Give

Have you ever thought about the greatest gift one of all the gifts you can give?  Now with the rush of the holidays over and the New Year again beginning, my sense is many of us fail to recognize what is truly the greatest gift we can give to others as well as ourselves.

greatest-gift-of-allThis week when speaking with a professional colleague and receiving her thank you note, I realized what this great gift of all is because without it we would not be open to the other great gifts we receive.

That gift is freely given time. 

Freely giving time to others, to ourselves is the greatest gift of all because all other gifts come back to time.

Now some reading this posting may be silently or even verbally experiencing some incredulous thoughts because from their perspectives there are greater gifts than time. For example,

  • Love, the ability to love ourselves or love others is considered to be a great gift
  • Faith in a higher deity or in one’s self is another great gift
  • Trust for some is a great gift

The list could go on and on.  Yet when we look at love, faith or trust, each requires freely given time because time must be given to:

  • Love
  • Live one’s faith
  • Trust in someone or something

Without freely giving of our time, we would lose the opportunity for those other gifts as well as not know if progress is being made. Our gifts have multiplied through time, we love more, we are more faithful and trusting.

Yes, time freely given is the greatest gift of all.

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Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with “the heuristic touch” for executive leaders and sales professionals in mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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Why Aren’t You Where You Want To Be?

One of my most favorite questions is this very simple one:  Are you where you want to be? 

where-you-want-to-be

Credit: Gratisography

The shaking of heads to the subtle frowns suggest for most people the answer to that self improvement question is No.

So why aren’t you where you want to be then becomes the next question.

Now those responses are varied from “got no” (fill in the blank) to “I’m too” (fill in the blank) to “I’ve tried without any success.”

There are, from my experience, 3 self-improvement barriers as to why you are not where you want to be.

#1 – No Clarity

When we lack clarity as to what the real issue is or the real barriers are (usually we are the greatest barrier), then we are unable to move forward to change the status quo.  This is very much like treading water, keeping moving, but without making any discernible self-improvement progress.

where-you-want-to-be

#2 – No Reflection

From reflection we can enhance the clarity and begin to see visualize where we want to go.  Through reflection, we take inventory of our talents as well as clearly articulate our purpose, our passion and our performance.  At this time we may recognize our commitment to taking action is lacking.  Possibly we may seek a mentor or some outside resource to ensure future self improvement efforts will lead us to where we want to be.

#3 – No Written Goals

When we consistently commit our goals to writing after engaging in clarity and reflection, we can begin to build the foundation for our plans to move forward to where we want to be. By investing the time to write our goals using the WAY SMART goal criteria we are actually engaged in critical thinking and this connects back to reflection and clarity.

Yes the answer is pretty simple as to why you aren’t where you want to be. Again, you and only you have the power to move you to where you want to be?  There are no excuses, but unidentified barriers that are keeping you in the current status quo.

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Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with “the heuristic touch.” Her task is to support forward thinking leaders be them in executive roles or sales professionals in mid-size to small businesses who recognize the need in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

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The Endless Small Business Stream of Got No Excuses

Boy if I had a dime for every time I hear one of these “got no” excuses from small business owners, I would indeed be a millionaire.

small-busninessThis past week I heard the following seven got no excuses multiple times:

  • Got no time
  • Got no money
  • Got no sales
  • Got no people
  • Got no clients
  • Got no sales leads
  • Got no patience or some other attitude

I wish I could say I got no clue as to the why behind all these got no excuses, but that would be a lie.

Why the “Got No” Exists

Human nature is pretty easy to understand.  It is very much like water and will take the path of least resistance.

Taking no action and allowing others or circumstances to direct one’s life shifts the lack of results off the shoulders from the “Got No” small business owner, sales professional or business executive.

Facing the Truth

small-businessThis past week I listened to Miles Austin talk about some of the realities in sales. He quoted a study by Omniture that 45.2% of salespeople never responded to phone calls.  From my own informal research, I can attest more than 85% of all salespeople do not follow up on every single sales lead.

One of my colleagues years ago said “We drive by more business than we will ever have.”  There is a lot of driving by going on and little follow-up because the hard cold truth is there is business out there. Small Business Coaching Tip:  The book, Leadership and Self-Deception is a great read and supports facing the truth.

Emotionalize What You Want

When people really want something, they will make the time and find the money. The challenge is the emotionalization of all the “Got Nos” is lacking. By emotionalizing the desired end result be it money,new sales, sales leads or some other necessary small business interpersonal attitude, this directs human nature away from the path of least resistance. Remember human beings are emotional creatures, first and foremost. This is by organic design.

Discover the Barriers

small-businessThe “Got No” happens because barriers preventing the desired results have not been discovered. When a small business person applies some critical thinking skills to what is keeping him or her from achieving the desired results, those Got No barriers can be identified and then solutions with actions steps can be delineated.

Leverage Your Talents

Do you know with 100% clarity what you do really well? Chances are you don’t and this becomes part of the path of least resistance. Additionally by allowing behavior conditioning to take over, the tendency is to waste a whole lot of time attempting to improve what we don’t do well or worse yet turn non-talents into weaknesses. Small Business Coaching Tip: The Attribute Index is a talent assessment that identifies 78 key talents in under 12 minutes,.

Make Course Corrections through Reflection

small-business

Invest the time to reflect each day as to what went well; what did not go as well as planned and where tomorrow brings new opportunities.  Return to your written WAY SMART goals, make those course corrections. This is not the time to take the path of least resistance, throw up your hands and spew those ridiculous “got no” excuses.

You and only you have the power to make the change you want.  Now is the time to take action so you can be where you want to be.  If you need some support, call a friend, a mentor or even hire an executive coach.  I know a good one.

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Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with a heuristic touch for mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

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The You Go First Leadership Challenge

You go first. Have you experienced what really is a leadership challenge?

leadership-challengeI remember this from my childhood.  My young cousin would push me and say “You go first.”  And I usually did so, in spite of my fears.

One of these times was scaling down a very steep hill to explore some caves during a summer vacation. Another time was diving off a pier and swimming across a very wide and deep channel into a small harbor.

Then of course there was always the “you go first” in school. What student would raise his or her hand first to answer the teacher’s question?

As time went on, I sometimes would hear the “You go first.”  Now some 50 plus year later, I rarely hear this leadership challenge.

Today I observe others with the you go first dilemma. Should I or shouldn’t I is racing across their foreheads at business to business networking events to luncheon meetings.

Who wants to go first?

Those who are comfortable as young children going first probably now as adults are more comfortable going first be it first in business, first in innovation or first in leadership. These in many instances are today’s risk takers.

Leap-of-faith-BI-F-00

They do not hold their fingers up to the wind to see which way the wind is blowing. They do not take polls before taking action. No they jump, dive, leap, or step forward without knowing the consequences, but having faith in their purpose.

Yes these forward thinking leaders have fears  just I had fear as I climbed down a 100 foot steep and slippery hill seeking some hidden caves. The “What if I fail fear” was my partner then and still lurks in the shadows even today. No one likes to fail.

What I have learned that failure is part each leadership challenge that I have faced.

My most recent “you go first” was a question I posed to my husband about considering a specific decision. Had I not posed the question, right now things would be different.  We are now both excited about this new leadership challenge we are facing together without any fear of failure.

If you want a different tomorrow, then ask yourself are you willing to go first?  Are you able to face this leadership challenge with the knowledge of you might fail? The gap between today’s results and tomorrow’s’ goals may just start with this simple thought:

You go first!

Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant with a heuristic touch for mid-size to small businesses that are seeking a high performance culture from increase sales to workforce engagement.  Her task is to support forward thinking leaders in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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Is Your Action Plan to Increase Sales an Incomplete Puzzle?

The first of the year is in full swing.

action-plan-to-increase-salesAre you of the many who is returning to his or her action plan to increase sales?

Did your action plan for last year not materialize or achieve what you wanted?

How about the previous year?

Have you wondered why?

Having worked with many salespeople to entrepreneurs including small business owners it seems every sales action plan is really an incomplete puzzle missing at least one if not several or more pieces.  Here are a few of the more common missing puzzle pieces.

#1 Missing Puzzle Piece – Goal Setting Process

Do you integrate a proven goal setting and goal achievement process in your action plan to increase sales?  The reason to many action plans fail to deliver consistent results is because there is no reinforcing goal setting process.  It appears salespeople know how to consistently set and achieve goals even though research continues to reveal just the opposite.  Sales Training Coaching Tip:  Upgrade from SMART Goals to WAY SMART Goals.

#2 Missing Puzzle Piece – Emotionalization

If human beings are emotional creatures, have you emotionalized your desires to achieve the results.  By listing all the positive outcomes and negative outcomes through an emotional filter helps to build up commitment to achieve the desired results within your action plan to increase sales. Sales Training Coaching Tip:  The emotional outcomes should be part of the goal setting worksheet and goal setting process.

action-plan-to-increase-sales

#3 Missing Puzzle Piece – Strategic Business Plan

Since your action plan to increase sales is part of your overall business strategy, where is your strategic business plan.  Even if you work for someone else, you are your own small business and require a well thought out course plan of action. By having a simple business plan to stop the bleeding, you are honing your critical thought processes. Sales Training Coaching Tip:  President Eisenhower said “Plans are worthless; planning is everything.”

#4 Missing Puzzle Piece – Effective Marketing

Yes you must make sales, this is a given. However to increase sales requires people or your ideal customers (as found within your strategic plan – see #3) to be able to find you, know you and trust you.  Effective marketing is how people find you, know you and begin to trust you. Sales Training Coaching Tip: Peter Drucker said “The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”

#5 Missing Puzzle Piece – Emotionally Compelling Story

If people buy first on emotions, followed by logic, then what is your emotionally compelling story?  Without a story to differentiate you, to allow you to Be the Red Jacket in a sea of gray suits, you end up sounding like everyone else. Sales Training Coaching Tip:  Your brand (your promise to your stakeholders) should be part of that story.

#6 Missing Puzzle Piece – Leveraging Top Talents

Due to negative conditioning people are more focused on what they do not do well than what they do well. After giving hundreds this talent assessment, The Attribute Index, I can confidently make this statement:  99.3% of adult population does not know one of their top five talents.  Yet I can also attest 95.7% know at least one of their bottom five talents. Sales Training Coaching Tip: Winning teams win because of the talents, strengths of their team not the weaknesses.

action-plan-to-increase-sales

#7 Missing Puzzle Piece – Self Leadership

This is another puzzle piece that is often missing, self-leadership.  Through ongoing leadership development, top sales performers continue to hone their craft while balancing their personal lives with their professional lives. Ongoing continuous improvement is a key mantra for them. Sales Training Coaching Tip:  Hiring an executive coach to finding a mentor helps to bring this piece back into the puzzle to increase sales.

Are You Where You Want to Be?

These are just a few of the missing puzzle pieces I have observed to help answer the real question of Are You Where You Want To Be?  Yes there are more. However if you take action on these seven missing puzzle pieces, I am fairly confident you will see improvement, rather quickly I might add,  in your action plan to increase sales.

Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant for mid-size to small businesses that are seeking to increase sales.  Her task is to support you in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

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IsThis Common Sales Training Presumption Your Increase Sales Barrier?

After having sat through various sales training seminars, workshops to 2 day learning engagements, I realized that the majority shared this common presumption that was a barrier to increase sales. Being human beings and being focused on one objective such as learning specific sales skills, we overlook the obvious.

increase-sales

Credit: Gratisography

The obvious was consistent goal achievement.

Goals, sales targets, quotas, call them what you will are part of the dialogue in any small business. Yet a review of many of the learning objectives within the numerous sales training engagements either fail to identify goal achievement or gloss over the ability to consistently set and achieve goals.

I liken this oversight to the concept of learning through osmosis. Stand next to top sales performer, Fred, who consistently achieves the sales goals and you will magically become a consistent goal achiever. Now isn’t that truly ridiculous?

Goal Setting Process Unites with a Goal Setting Worksheet

Years ago I was introduced to the concept of having an embedded goal achievement process within a goal setting worksheet through Resource Associates Corp.  Later, a colleague Laura Novakowsi and myself after additional research of other goal setting tools created a goal setting worksheet that was process driven and allowed talent assessments along with critical success factors and resources to be part of that process.  We named this goal worksheet The Results Tool™.

increase-sales

In working with my executive sales coaching clients as well as small business owners through strategic planning, this simple one page goal worksheet has produced incredible results including increase sales. One of my sales coaching clients just shared he and his team secured one of the largest accounts for his territory because of The Results Tool™.

To consistently increase sales, presumes everyone knows how to set and achieve goals. Unfortunately this is not reality. We have ongoing research about all the failed goals from New Years Resolutions, to weight loss to missed sales quotas.

Consistent goal achievement requires critical thinking skills and not necessarily specific sales skills like fact finding or negotiation. When a process is embedded into the actual goal worksheet, two objectives are being addressed simultaneously.  The goal setting process allows for consistent results and the tool then becomes a shared communication device.  In other words, everyone on the sales team is working using the same process and the same tool.

So if you are seeking some sales training or even executive coaching for your sales team, check to make sure the presumption that everyone knows how to consistently set and achieve goals is addressed. Then check to make sure there is a shared goal setting process reinforced by a simple goal setting worksheet.  You may be amazed by the results.

Learn how you experience increase sales through a consistent goal achievement process reinforced by this goal setting worksheet, The Results Tool™

Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant for mid-size to small businesses that are seeking to increase sales.  Her task is to support you in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

 

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Are You the Hare or the Tortoise in Your Marketing Approach?

Do you remember the Hare and the Tortoise fable?  This little story exemplifies the marketing approach embraced by many small businesses.  What appears to be happening is a lot of hurry up, make the “disguised” Hare sales pitch and then take a rest.

marketing-approachYesterday within my LinkedIn account, I received two LinkedIn emails that reaffirmed this fable.

#1 – Disguised Hare Sales Pitch

The first email had the subject line of  “I Would Like to Talk.” Then without any first name, any words to emotionally connect to me, I read the following:

“With the ever increasing focus on employee benefits, many companies are challenged with lowering health insurance benefit costs while maintaining a benefits package that will help you attract and retain the right talent for your organization…I would like to set up a meeting with you to discuss the variety of options Combined Insurance can provide to you and your team.”

Clearly this person had failed to do his homework because he did not even take the time to read my profile and recognize I am a sole proprietor. I responded to him that I was a sole proprietor without any employees. Again, he raced to the sales pitch and wrote:

“That’s fine… Our products work for individuals, families and businesses. Can we still talk about the products and see if you a need?  Let me know.”

My last words to him were: “I have insurance with people I already know and trust.”

What also happened for me during this interchange was distrust was established, not trust.

#2 -Disguised Hare Sales Pitch

The second email was what I presumed to be an expensive email marketing letter. This individual had enough insight to use my first name and to let me know how I knew him. After that, I read another did not do my homework, hurry up sales pitch.

Hi Leanne, I’m reaching out to you because we are both part of a LinkedIn group (name withheld). I coach successful women business owners who want to grow their businesses, but are held back by perfectionism, aversion to conflict, or procrastination, obstacles which stem from a lack of confidence.

Clearly this individual did not know what I did as a small business coach or talent management consultant. Just because we share a group, are second degree connection and I am a female, he thought I was primed for his sales pitch. Really? Once again instead of establishing trust, distrust was created.

The Buyer Has Changed

What both of these individuals and many other small business owners fail to realize is today’s buyer has changed. He or she is far more educated as evidenced by ongoing research that suggests 60% of the buying decision is made before any outreach to a salesperson or firm.

The old way, quick way, to attract attention no longer works for today’s educated buyer.  What does work especially for B2B small businesses within the professional service industry is building influence and credibility through education based marketing. This marketing approach looks to educate and establish authentic relationships.

The Sales Process Has Altered

Many are now writing the sales process has changed. No it hasn’t. The three phases of marketing, selling and keeping are still very much present.

Download this 3 Phase Sales Process to gain clarity.

What has happened is the sales process has altered. More and more time and probably dollars because time is money will be directed to marketing. Of course Peter Drucker realized the importance of marketing when he wrote:

“The aim of marketing is to know and understand the customer so well the product or service fits him and sells itself.”

These two individuals also failed to do their homework.  They believed an email pitch without knowing who they were pitching too would work.  They did not know and understand their ideal customer at all.

Slow and Steady Wins the Race

Just as the tortoise won the race through a slow and steady approach, small business success will also be achieved through a slow and steady marketing approach. Leave the quick and false starts to others. Learn to build real relationships instead of spending a lot of money on bad email marketing letters or other “Hare Brain” marketing efforts.

Leanne Hoagland-Smith, M.S.,  is an executive coach and business growth consultant for mid-size to small businesses that are seeking sustainable results.  Her task is to support you in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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Try on These Three Questions to Inspire You

Funny thing about life, inspiration can come from the least likely sources.  This week I read about a 4 minute speech delivered by Mathew McConaughey during last year’s Oscars.  As I am not an Oscar fan since Bob Hope stopped being the emcee (yes I am old), I was unaware of McConaughey’s acceptance speech.

questions-to-inspireDuring his speech, he shared he lived by these three tenets or pillars (my words).  Here are his three questions to inspire you now and in the future:

  • What or who do I look up to?
  • What or who do I look forward to?
  • Who do I chose for a hero?

Imagine just having three questions to inspire you?  What would that mean for you personally or professionally.  Would living by the answers to those questions propel you closer to where you want to be this time next year or five years down the road?

Leanne Hoagland-Smith, M.S.,  is an executive coach and talent management consultant who takes an heuristic approach to personal and professional growth. Her task is to support you in bridging the gap between today’s results and tomorrow’s goals. She can be reached at 219.508.2859 central time.  Follow her on Twitter or check out her profile on LinkedIn.

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