Today the Inc 5000 list for 2016 was released composed of the fastest growing companies in America and for the 4th consecutive year, we’re listed. Each year, I’m proud and excited to have made the list but I tend to quickly move to anxiousness about pace, next objectives, bigger goals and so forth. For me, earning a spot on the Inc 5000 list isn’t about taking time to feel great about our accomplishments or how great we are… rather it’s an indicator of what’s working well and

One of the best and easiest ways to sell anyone anything is with confidence. People need to feel confident in order to move forward and buy. Often, this is most relevant toward the end of the sales cycle. You can sell and sell and sell the prospect and continue to pitch and enlighten but it’s really hard to argue with an authentic third party endorsement piece or strategy that builds an enormous swell of confidence. We worked with one of our clients on exactly this. We create

Recall a time when you were inspired. Recall how you felt at the time. I'm assuming you'll agree with me when I suggest that it was similar to a drug or dopamine overload. Something superhuman seems to happen when you get inspired. A feeling of vigor and determination and confidence comes over you. Your job is to channel that energy into execution. I've always felt that it's very hard to stop an inspired person. Not that I've tried to stop them (because I know better) but bec

All companies, big and small, have this problem. No one is above it and it never goes away. Let me paint a familiar picture: You’re spending money on marketing and doing a lot of the actions to promote your message far and wide, things like trade shows, online ads, landing pages, fill in forms, webinars, email campaigns and so forth and that’s bringing interest that you then have to qualify and a small percent of that trickles through the organization making it to sales and f

I’m listening to the audiobook, “Winning” by Jack Welch and just came to the chapter “Budgeting - Reinventing the ritual” and the first paragraph rang so true to me that I wanted to share it. Truthfully, I think the word “budget” is life sucking for an organization and actually hurts sales, innovation, growth and culture. Yes, I believe in responsible management of finances but budgets are not the way. Jack Welch is one of the most successful CEO’s of all time. Under his mana

You're working, but is it productive? It's a simple question, but one that can be hard to answer. In episode 49, Rob and Ben take on 2 topics, productive work versus "work", and the simple method of out-working, out-efforting the obstacles in your way. #work #effort #robertcornish #benfolk

Spock doesn't bring emotion to the table - he just evaluates and acts. In sales, you can learn a lot from this attitude of just acting without all the hand-wringing and concerns. In episode 48, Rob and Ben discuss going "full Spock" to close more deals. #spock #robertcornish #benfolk

In episode 47 of #thequarter, Rob discusses mental toughness, and the fact that your ceiling is likely a whole lot higher than you think it is. #mentaltoughness #robertcornish

In episode 46 of #thequarter, Rob talks about getting REAL about your sales cycles instead of doing the PR dance. Frankly, no one cares how the sale "feels" - what specifically are you going to DO next to make it happen? #real #SEAL #navyseals #RobertCornish

How are you approaching your sales? Do you expect failure, or are you assuming they will close? In episode 45 of #thequarter, Rob and Ben assume the close. #assume #robertcornish #benfolk