Summit Club Podcast

22/07/2025

Insiders,

Yep, well the foregone conclusion was obvious at the “clinic”. Prospecting is necessary for all businesses that want to grow. And generally, it fills two (2) requirements: replacing lost business and gaining additional business. No surprise. Seems like everyone gets that. Challenge is, not every person responsible for prospecting gets the results they want/need. Why? Either don’t do enough or don’t do it correctly, or don’t do the right prospecting.

Here’s the list of prospecting “tactics” that was discussed at the session and they all have a place:

Networking
Demonstrations/Showcases
Tours
Events
Workshops
Social Media-LinkedIn/Content Engagement
Direct Mail
Referrals/Introductions
Word of Mouth
Cold Calling/E-mailing
Telemarketing
Webinars

We also discussed information from two (2) good books that can support “effective prospecting”, "The Tipping Point” by Malcolm Gladwell and “Give and Take” by Adam Grant. Both of these authors stressed the critical “human component in relationship building" that supports effective business development.

Gladwell focuses on “connectors” (and not just people that know a lot of people but the kinds of people they know) and the principle of “six degrees of separation” for relationship building (The Law of the Few). Also, focusing on “weak ties” which he defines as “a friendly yet casual social connection” which he feels are “always more important than strong ties””!

Adam Grant its focusing on “givers and matchers” and avoiding takers and picks up on the same theme of “weak ties and dormant ties” being far more valuable in our “networks” because they are for the most part ignored! And, understand the concept of the “five minute favor” (you should be willing to do something that will take you five minutes or less for anybody to spark reciprocity!).

Look at the list above. Today there are so many resources available to “spread the word” about your products and services. However, the recurring theme on the morning of July 11th seemed to be human connections. Relationship building and sharing, teamwork, and the resulting confidence that sparks and grows effective and efficient new business development. The session was recorded and will likely become an upcoming podcast. In the meantime, we’re always forming new “Referral Networking Groups” of four (4) members each so if interested in joining one, let us know.

For now, stay focused as best you can on the possible opportunities flowing by in the business currents and avoid selling “Against the Wind”. Listen to Bob Seger and Jason Aldean explain: https://youtu.be/ORBgHdVUMMs?si=hRifKuXDsUhE_VkM
Bill

Bob Seger & Jason Aldean performing Against The Wind (Live)℗ 1980 Hideout RecordsOriginal Sound Recording:https://www.youtube.com/watch?v=1iUUmS_lBnUSupport ...

18/07/2025

Insiders,

Every Third Thursday I’ll share with you something I’ve found to be of value, whether in your business, personal, or family life. It may be a quote, a story, an observation, or an experience.

Today I’m sharing a couple of Jordan Peterson’s “Rules for Life, an antidote to chaos"

Rule Number 3
Make Friends With People Than Want the Best for You

Rule Number 4
Compare Yourself to Who You Were Yesterday,
Not to Who Someone Else is Today

'Til the next “Third Thursday”, Be One of Not Many and make every day matter.

26/06/2025

Insiders,

Couple of observations to share. Not really random, but each of the thoughts came to me while coaching, training, or consulting in the last week or so. Here’s hoping they provide some insight within your world.

Stuck in “quicksand”: Ever have the experience of dealing with a customer or client, work associate, direct report, or supervisor that agrees to a request or suggestion but never finds the “right time” to deliver? It's a struggle to find a “work around” right? It’s really a situation requiring them to a “behavioral change” ugh. Well, since people don’t really change much (anybody married or in a serious relationship knows that) but they can adapt for the right reason. The “reason" might be a “pain” that’s created by not dealing with the issue, or it might be that they’re an “urgency/crisis junkie” with a habit (addiction) of only dealing with emergencies (if it isn’t one yet they wait until it is)! They might look at it as how they establish their value. Anyway, most often you do it yourself when you get tired of waiting. More complicated if it’s a customer, client, or prospect for sure.

If it’s a “work environment” challenge I think you’re stuck with repetition, reinforcement, reminders, or its just “The Way it Is” as described by Bruce Hornsby in his song.
Give it a listen: https://youtu.be/cOeKidp-iWo?si=1T-mDNGlO8IhEEN_

Now if it’s a sales situation that’s challenging you I have a different suggestion. All salespeople should know, whether “rookies" or experienced “senior wolves” the lyrics from an older song that gives you guidance in those frustrating scenarios. Ready? The Gambler by Kenny Rogers. You know, the one that says “know when to hold them and know when to fold them, know when to walk away and know when to run, you never count your money when you’re sitting at the table (or waiting for a PO) they’ll be time enough for countin when the dealing’s done. Check it our as a reminder: https://youtu.be/7hx4gdlfamo?si=uQ4M7nM6cwE3OJkj

That’s it boys and girls. Just a thought or two and a couple suggestions. Remember, look for “evites” or emails about upcoming “events” pointing to Showcases and Coach’s Corners and even more important,

Be One of Not Many and Make Every Day Matter!

REMASTERED IN HD!Official Music Video for The Gambler performed by Kenny Rogers.Follow Kenny Twitter: https://twitter.com/_kennyrogersFacebook: https://www.f...

25/06/2025

Insiders,

This past Friday, Ashley Murray of Peak Performance Plus conducted a showcase called, "Brand Your Way to Better Hires”. The participants from the “Insiders” group of business professionals included a business owner actively seeking talent, a business owner not currently hiring but thinking strategically about their brand, a recent job seeker navigating today's market, and a life coach looking to expand their network and understanding.

What emerged from our conversation was something that neither Bill nor I fully anticipated—the discussion kept circling back to one fundamental truth: culture is everything.

It's a deceptively simple question, but it proved to be a sticking point as to how to define the answer. When you’re running a small company, you need to know what you aren’t. We know we're not corporate. We know we're more personal, more agile, more connected. But when it comes to the show and tell of that culture: defining it, owning it, and then translating it into something that attracts the right talent, that's where many of us get stuck.

As Amy Valentine, Mindset and Leadership Coach, so perfectly put it (and I'm paraphrasing): "You take yourself everywhere you go."

Your culture may already be there- it's the natural result of who you are.

Pete Kinney, who recently was exploring new opportunities (and nailed one: Congrats!), shared an insight that we think every business owner needs to hear:

"The most compelling job postings aren't the ones that start with a long list of requirements—they're the ones that clearly convey why someone would want to be part of the team. In today's market, and especially at this stage in my career, culture and team dynamics matter most."

This hit differently coming from someone who recently landed a job. Pete's experience reinforced what our shared market research showed: candidates, today's job seekers, are looking beyond salary and benefits.

They want to understand the why behind your company and the how of your daily operations.

Once you name it, then you can frame it.

SHOW those messy brainstorming sessions, the pivots, the way ideas are made. This allows the prospective hire to capture the essence of your organization.

It's moving from "we're like a family" (which tells us nothing) to "when someone has a crazy idea at 3 PM, we're the kind of place where by 5 PM we've figured out if it's worth trying" (which tells the prospect everything).

The opportunity is enormous. In a market where talent has choices, the companies that can clearly communicate not just what they do, but how they do it and why someone would want to be part of it, will win.

A huge thank you to Amy, Pete, and all our Friday participants for such a thoughtful discussion. If you're interested in exploring how to better define, articulate and leverage your company culture, or if you want to join our next showcase, reach out. These conversations are always better when we have diverse business pros in the room and answers are always more effective from "the summit!

Bill & Ashley

23/05/2025

Insiders,

As promised, this is the “follow-up” to the Insider from last week focusing on the media’s “state of work” potential doom and gloom forecast.

In summary, employee discontent, increase in resume posting, burnout, lack of engagement, feelings of job insecurity etc., might be the state of the business marketplace. The question posed last week was “what to do”? If we believe the “media” is wrong (certainly not unfounded), we do nothing and “keep on keeping on”. If we feel there’s a chance the media is right, what can we do? Here are some suggestions from me and some fellow insiders, and they seem to follow the combination of some different thoughts, and the bottom line may be "the media” may have provided you with the motivation you need to take a serious look at “where you are and where you’re going” career wise.

Stephen Covey’s first of seven habits, “Be Proactive”
Take a few minutes and evaluate your job. Plusses and minuses is it a “good fit” for you?
Look around you. Do people seem happy, fulfilled?
What do you really want from your future?
Talk to who you report to about how the business is doing.
Is your “job” satisfying?
Are your expectations realistic?
Stay or go? (For now or for “the longer run”)
?
Take a look at your “foundation”
Is your future built “on rock or sand”?
Do you have what it takes to “win” where you are?
What’s your self confidence look like?
Did you get where you are by luck or talent?
Does this “job” support your goals?

The list could go on, but the real “take away” just might be to go through some type of “self assessment” like this on some regular basis, whether once a year or when significant “challenges” present themselves such as changes in your marketplace, ownership, compensation, promotion opportunities, management/leadership, job description, "work location”. Try to be objective, and never when you’re emotionally stressed.
I think the above “exercise” is good for all of us from time to time, no matter what triggers it. It’s really sometimes as simple as asking yourself “do I love what I do and what I’ve become?”.

As a sales trainer and coach, the one book I find best for “salespeople” (almost everyone is selling every day: their ideas, actions, opinions) is Robert Early Johnson’s “Kick Your Own Ass”. Great quote from his book is “your raise becomes effective when you do!” Or as Dave Sandler always said “you’re making exactly what you think you’re worth. If you thought you were worth more, you’d be making it”.

Thanks for participating and special thanks to those that submitted suggestions. To put an exclamation point on the above, do what you need to do and listen to Fleetwood Mac say “Go Your Own Way”!!

Copyright Disclaimer:Under Section 107 of the Copyright Act 1976, allowance is made for "fair use" for purposes such as criticism, comment, news reporting, t...

22/05/2025

Thanks for the great testimonial!😍

20/05/2025

Insiders,

One of the thoughts that came out of our “Referral Networking Group” classes is how little salespeople sometimes know about the prospect they want to sell. So, here’s the “Secret” we uncovered:

Many sellers don’t know enough about how their customer or prospect buys
I know that’s partially some of the "power of qualifying”
The forgotten (or never known) element is the power of knowing their “Style”
Prospects and customers have a "style or personality” that affects how they buy
The best way to grasp “style” is to start by knowing/remembering your own!
Then with some limited study and awareness you will be able to identify their style and how they buy!
People buy “from people just like them”. If you know their style you can adapt!
There is no substitute for effective bonding and rapport!

Bottom line, selling smart means adjusting your style to match your prospect or customer’s style.

We have exclusively sold DISC Style Assessments by Target Training for over 25 years and there’s none better. We’re offering 20% off this spring so for $195 you’ll learn (in some cases relearn, as yours may have adjusted) 52 pages of what makes you “tick”. Sell Smarter, and tailor your approach to your prospect/customer's “style” and leave the “one size fits all” competition in the dust. Remember people buy from people!

Time for a change? "It’s the time of the season” https://youtu.be/wG5R7vyu-mA?si=-wAOCORCemtVpnur

Be one of not many and make every day matter.

19/05/2025

Insiders,

Every Third Thursday I’ll share with you something I’ve found to be of value, whether in your business, personal, or family life. It may be a quote, a story, an observation, or an experience.

Some days start a little “shaky”. However, there may be a “rainbow” around the corner so just keep putting “one foot in front of the other” and stay close to Juan Miguel Ruiz* from his book “The Four Agreements”.

BE IMPECCABLE WITH YOUR WORD
DON’T TAKE ANYTHING PERSONALLY
DON’T MAKE ASSUMPTIONS
ALWAYS DO YOUR BESTS

* Tom Brady’s “Shaman”

'Til the next “Third Thursday”, Be One of Not Many and make every day matter.

13/05/2025

Insiders,

Now, I know it's Tuesday and I just thought it might open eyes this week with a little current “HR” info.

So over the past two or three weeks, here’s what I’ve been reading or hearing about “work”:

First the Wall Street Journal started with “over 50% of the workforce is unhappy with their jobs and want to start looking”.
Then LinkIn chimed in with an “increase in resume postings”.
Following that, Ashley Murray our Brand Strategist & Digital Business Developer said she was reading Forbes and they said “people having to come back to the office are unhappy about it and will start looking”.
Then, I’m looking at the latest from Sales & Marketing Management and I’m told we’re losing managers due to “burnout”.
April 23rd Gallup sent me their latest “Global Employee Engagement Report” and that managers are experiencing the sharpest engagement decline, however "remote workers are more engaged but feel isolated, stressed, and feeling emotional strain.”

And, Ashley Murray (on our team) just posted that in a recent survey 76% of those polled expect more layoffs and 43% cited “job insecurity” as the leading cause. Ugh. Seems like unsettling “news”.

Well, maybe “they're wrong? If “they” are close to being right, what can we do, think, or say? How do we shake off the “doom and gloom static” and go about our business?

How about this: Lets “cover our bases” so to speak and:

If the employment situation is as challenging as we’re being told let's come up with some suggestions about what we can do.

If the employment situation is just “growing pains”, for the moment let's wait and see and consider it just “hype" for now.

Glad that’s solved. In the meantime, if you have any thoughts or suggestions, let me know, either with an e-mail or on LinkedIn as it will be posted there. I’ll add your suggestions to mine and respond next Monday or Tuesday.

Until next week, maybe hard work and a little miracle will get us through!

Make Every Day Matter, Be One of Not Many and lets listen to Mike & The Mechanics with “All I Need Is a Miracle”. https://youtu.be/j9ZQVizR0Dc?si=FIDQtiTAn49UCeoD

07/05/2025

Good Afternoon,

So, Happy “Humpday"! Just came back from an appointment and a radio commercial came on from “the best sales trainer anywhere”. For those that don’t know, never knew, (or don’t remember) I’ve been in the sales training business for over 30 years and I never heard of him. Not unusual I guess, but when I heard he was offering a free sales training video that would increase your sales by 300% I thought wow, that’s not sales training, that’s a miracle!

Kind of shocking actually. Especially when people are different (no shock there). They learn differently, they think differently, and they behave differently, so a “one size fits all” video to the claimed audience of salespeople of which “80% have never even read a sales book”, seems questionable.

Truth is, I don’t think there is any viable substitute for in-person learning, whether virtually or face to face, especially when the content being “presented” results in questions and explanations and insights and examples.

My suggestion to anyone that wants to improve performance in anything is to find a “teacher, trainer, or a coach”. Someone you can trust, especially if its somebody you expect to help you learn and grow in your career (or relearn!). The “adult learning model” for behavioral change (sales training requires some behavioral challenges for sure) consists of “bite sized lessons” internalized, practiced, delivered and repeated. Books help. Coaching is key, and coaching is personal, not books or tapes.

I asked current and past clients what, throughout the years, was the greatest value to them, professionally in their sales approach- and it was a resounding, "getting back to basics" of human connection. Hopefully, this soft invite is something you, too, will find value in. I encourage you to forward it to anyone in your circle who may also have an interest. Be our guest and attend a training 'showcase" on Zoom, and "feel" the difference that interactive training sessions can deliver to you personally.

First and Third Fridays for “Coaches Corner” and Second and Fourth Mondays for “Specialty Showcases”. Just let us know. We know and understand that learning is not a “one size fits all” experience.

Remember, time is the most important asset you have. Without it, not much happens, so don’t waste it.

Make Every Day Matter and Be One of Not Many. Listen to CS&N.

Crosby, Stills & Nash - Wasted On The WayRecorded Live: 11/26/1989 - Cow Palace - San Francisco, CAMore Crosby, Stills & Nash at Music Vault: http://www.musi...

17/04/2025

Insiders,

Every Third Thursday I’ll share with you something I’ve found to be of value, whether in your business, personal, or family life. It may be a quote, a story, an observation, or an experience.

Today I’m sharing a simple observation from an unknown author:

Coach me and
I will learn.
Challenge me
And I will grow
Believe in me
And I will
Win...

'Til the next “Third Thursday”, Be One of Not Many and make every day matter.

17/04/2025

Insiders,

Every once in awhile, a good idea from an associate turns into a great offering. Such is what follows my short introduction. Ashley Murray, our “Brand Strategist and Digital Business Developer”, has captured the essence of the our professional “Best of You” offering, safe and secure, for anyone and everyone to experience.

Just as LifeLock guards your personal information against identity theft, your LinkedIn "personal avatar" protects your professional reputation in the digital world, and in this day and age of professional turbulence, why wouldn't you want more stability?

While LifeLock monitors for fraudulent use of your financial identity, your carefully crafted LinkedIn presence safeguards how others perceive your professional identity. Both serve as protective shields - one for your credit score, the other for your career capital.

The parallel is striking: neglect either, and you risk damage that can take years to repair. Your reputation as a consummate professional can set you up for career success when it involves thoughtful development and regular maintenance; in the case of your career capital, your professional identity remains secure, authentic, and working for you 24/7.

Myself and Bill Staats have worked with many professionals, from CEOs to sales reps, to make professional avatars shine in the LinkedIn digital environment,

You can invest in developing your LinkedIn avatar today—it's the LifeLock of your professional future and perhaps the best investment in feeling confident and truly being "One of not Many.”

I wasn’t kidding was I. If you struggle with the “value proposition” of LinkedIn, this may show you the answer to the question “is it worth it”? LinkedIn is free. Your investment is in you.

Fleet Foxes, “Can I believe you”. No idea what it all means. I just love the song: https://youtu.be/u3NOyMOCx58?si=inrc1ArrgeaTslzM

Note; If you figure it out, please let us know.

“Be One of Not Many” and make every day matter.

So upset this got taken off of YouTube with zero context and I wanted to bring it back for people to enjoy. Anyone who loves this song as much as me or is go...