Posted on Tuesday, December 14, 2021

Book Recommendation: The Power Of Moments

Some moments make lifelong impressions on us—and we can tap in to that power.

What were you doing on January 24th, 2019? Personally, I have no idea what I was doing. It’s just a random date I picked. But I’ll bet someone reading this remembers that day vividly—for better or worse.

If you can remember January 24th, 2019, maybe you have a miraculous memory and can recall every day of your life. But it’s much more likely that something important happened in your life on that day. A moment that’s burned into your memory.

These defining moments are the subject of The Power Of Moments by Chip and Dan Heath. This book was my #1 book of 2017, and years later, I still recommend it to someone at least once a week. It’s simply one of the best books on customer service I’ve ever read.

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Posted on Monday, October 11, 2021

Book Recommendation: Willpower Doesn’t Work

Benjamin Hardy teaches us the hidden way to productivity and success.

If there’s one thing that being a salesperson teaches you, it’s that being successful takes grit. You need raw willpower to find prospects, make calls, overcome objections, and close deals.

In fact, getting anything done in life means you just have to set your mind to it—and will yourself into action. If you’re struggling, you simply don’t have enough willpower. Try harder!

Sounds really tough. What if it’s all wrong?

In his book, Willpower Doesn’t Work: Discover The Hidden Keys To Success, Benjamin Hardy asks if there’s a better way to get things done—a way that doesn’t feel like a painful, uphill battle against yourself.

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Posted on Wednesday, September 14, 2016

Dew Recommends: Public Speaking Skills for Salespeople

If you’re in sales, public speaking skills matter. Now, if you do your selling one-on-one, you may think this doesn’t apply to you. But we’re always presenting, even if we’re selling to just one person. Besides, at some point you’ll need to lead a meeting, accept an award, or give a presentation.

When I was 20, I had to give a speech to an audience of 3,000. I thought I was prepared (I wasn’t) and that my speech was fully memorized (it wasn’t). Suddenly, 5 minutes in, I went absolutely blank. I still remember it vividly: a pounding heart, two sweaty palms, and a sea of blank faces. After the event, I vowed to never step on stage again.

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Posted on Wednesday, July 13, 2016

Book Recommendation: The School of Greatness

Today I want to tell you all about the book The School of Greatness, by Lewis Howes. I read multiple books each month, but rarely do I finish a book and put it on my desk… to stay. I have a small row of books that I reference over and over again, and continually refer to my clients. Lewis’s book made the cut.

Each of the 8 chapters is a separate section full of inspirational stories, thoughts, processes, and exercises to implement the steps in that section. Instead of giving you an overview of each chapter, I’ve decided to give you a deeper breakdown of my favorite: Chapter 4 – Develop Hustle.

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Posted on Tuesday, October 6, 2015

Book Recommendation: Selling to Zebras

Today, I want to share my review (and recommendation!) of the book “Selling to Zebras” by Jeff & Chad Koser. Shane heard about it on a podcast a couple of years ago and knew I’d want to read it – I’m so glad I did. This book fundamentally changed the way I prospect.

So what’s all this talk about zebras? The first line of the book is, “Ever had a nice fat bonus – the kind that makes your year?” I knew after reading the first line that this book was going to be helpful to me and my clients.

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Posted on Wednesday, September 2, 2015

Dew Recommends: Overcoming Call Reluctance with Visual Cues

Brent is one of my great friends and a former colleague, and he loves to dial. He wakes up every morning and literally can’t wait to hit the phones. But most of us are not like Brent; we have to get creative with overcoming call reluctance.

James Clear recently wrote a great article for Time.com titled How to Stick With Good Habits Every Day by Using the ‘Paper Clip Strategy.’ In it, he describes a simple system that a young stockbroker used to hit his daily goals:

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Posted on Wednesday, August 26, 2015

My Favorite Business Productivity Tools

My clients often ask me what systems and tools I use to manage my day and my business, so I thought it was time to put together a list to share with my clients and readers.

Instead of doing this as a normal blog post, I’ve created a new page here that I can update over time. I hope this helps and that you can find a tip or trick that helps you be more productive!

Check out my list of business productivity tools here…

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