The Tongue

Posted on February 7, 2025 by directimpact

Proverbs 18:21  The tongue has the power of life and death, and those who love it will eat its fruit.

Are you building people up or tearing them down? What you say reveals what is in your heart. How do you want to be remembered after today’s work?

Posted in Uncategorized | Comments Off on The Tongue

RJ, Are you there?

Posted on January 31, 2025 by directimpact
Today’s wisdom is short and sweet. Have you tried the above approach on the subject line? Give it a shot with prospects who have been ghosting you. It really caught my attention.
Couple thoughts on prospecting from Sales Gravy:
  1. Short, Intense Bursts Outperform Marathon Sessions: Quick sprints keep energy high and reduce mental fatigue. My intense bursts are usually three hours each morning. I really control any distractions during this period, including my wife.
  2. Accept That Prospecting “Isn’t Fun”—But Necessary: Stop waiting for everyone to be “excited.” Focus on discipline and wins will follow. For me, it’s gradual prospecting and then sudden hits!
Hemingway was asked, How did you go bankrupt? He said, “Two ways, Gradually & then Suddenly.”
Here to serve,
RJ
Posted in Uncategorized | Comments Off on RJ, Are you there?

Rain Barrel vs Rain Maker

Posted on January 24, 2025 by directimpact
Good afternoon,
I was listening to one of the Sales Gravy/Jeb Blount podcasts earlier this week and the topic revolved around Rain Barrels and Rain Makers. Which one are you?
Rain Barrel– Think for a moment about a rain barrel. What does it do? The rain barrel sits in the backyard rusting waiting for rain. This is exactly what rain barrel salespeople do. They sit around waiting for something to happen to them. Hoping for a lead to come their way.
Rain Maker-Then there is the rainmaker mindset. Rain makers believe in themselves and their ability to make things happen. They don’t wait around for anyone or anything. They replace hope with action. They win and achieve no matter what the circumstances because they believe at the core that they control their destiny.
In my corner of the world, I must vigilantly monitor and manage my self-talk daily and have the intentional discipline to stop and turn it around when it goes negative. Otherwise it’s easy to slip into mediocrity and become a rain barrel.
I know what some of you are thinking… How does this all relate to snow and this cold weather? Well, we do a lot of nurturing here on the marketing & business development side. Taking cold prospects and warming them up until they melt and rain into the pipeline.
Posted in Uncategorized | Comments Off on Rain Barrel vs Rain Maker

The Road Less Stupid

Posted on January 16, 2025 by directimpact
I am reading a book called The Road Less Stupid by Keith Cunningham. Keith shared four reasons on why potential customers reject a solution These of course will limit the growth of an organization. I have summarized the reasons below.
Risk– Target customers do not buy if they perceive a risk of failure or have a fear that our solution will not work for them. This is where references are vitally important along with our experience working with similar organizations.
Friction– Sometimes potential customers do not buy because the brain damage associated with switching is too great. The pain of change is not worth the gain.
The Difference That Makes the Difference– Confused prospects rarely buy. If a potential customer does not have a clear understanding of what you can do for them that is meaningful and is not available elsewhere, they are unlikely to make the switch. We need a granular understanding of what our competitors do and how what we do is meaningfully different.
Success Proposition– We need to clearly communicate to potential customers that our product will meet their definition of success. Customers leave because of a vendor’s inability to consistently meet their expectation of success.
Posted in Uncategorized | Comments Off on The Road Less Stupid

Fear

Posted on January 10, 2025 by directimpact

“Fear arises when we imagine everything depends on us.” Elisabeth Elliot/Author & Missionary.

Posted in Uncategorized | Comments Off on Fear

Shine Light on Your Perfects

Posted on January 3, 2025 by directimpact

I received this quote from a book my sister is reading. It says, “If you only shine light on your flaws, all your perfects will dim.” Keep your mind on God and he will use your gifts to serve others!

Posted in Uncategorized | Comments Off on Shine Light on Your Perfects

Christmas- Prince of Peace to help with difficulties

Posted on December 27, 2024 by directimpact

Heaven and earth collided when Jesus was born on Christmas. It was a difficult journey to birth. Mary had to travel 90 miles by camel while pregnant. King Herod was very troubled that a new King was being talked about and there was no comfortable spot to give birth. This was the environment that our Prince of Peace arrived. With that said, don’t hesitate to turn to turn to Jesus during your difficult times. He will give you peace in the face of adversity.

Posted in Uncategorized | Comments Off on Christmas- Prince of Peace to help with difficulties

AI & Sales

Posted on December 20, 2024 by directimpact

Use AI to augment and not replace your personal voice in sales. Personal messaging is your superpower to build relationships.

Posted in Uncategorized | Comments Off on AI & Sales

Top Performers & Day Ahead

Posted on December 13, 2024 by directimpact

Are you a top performer? I can tell instantly by how you start your day each day. Is it planned out or do you go with the flow? Separation is in the preparation.

Posted in Uncategorized | Comments Off on Top Performers & Day Ahead

Thankful

Posted on November 22, 2024 by directimpact

Block the negative thoughts that try to enter your mindset with grateful thoughts. It’s a daily battle that must be won with resiliency.

Posted in Uncategorized | Comments Off on Thankful