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The Decision Institute – Coach Manny Nowak

Sales and Leadership Development

Prospect a great deal and you fill the funnel to the top.


It’s simple math, really.

The more you put in, the better your chances of getting more out.


Yet as sales people, we still don’t get this simple concept.


As a sales person, you must never forget this great verse I pulled from God’s Word.

“For whatever a man soweth, that shall he also reap.”


In other words, you get out what you put in.

Put in a little, don’t expect to get out a great deal.

It just doesn’t work that way.




Even the worse sales person, someone who “sucks” at it, will close business if he prospects consistently.


The sales person who has one deal and closes it has a 100% close rate – but unless he is selling airline fleets, or some other mega items, he doesn’t make any money.


Fill the funnel.


You have to prospect every day.

No matter where you are in the world.

No matter how much you have to do.

There is no excuse.

Consistency outweighs showmanship every time.

If you prospect everyday you will be successful – no doubt about it.


Joe always has an excuse for not prospecting.

Today it was he was out of town.

Yesterday he was getting ready to go out of town.

Tomorrow he will have to follow up because he was out of town yesterday.

Last week he had personal stuff.

Next week – what ever.


Once you let excuses in – you are done.

Not just in sales, but in everything in your life.


You reap what you sow.

Math works every time.


Unlike Joe, Marsha was obsessed with building her business.


No excuse worked.

When she was out of town, she still made the calls.

When she was on the west coast, she got up early and made calls to the east coast at 6AM.

When she was on the east coast, she worked late and made calls at 7pm to the west coast.


When she had 100 other things to do, she still made time to prospect.

Like all of us, Marsha had personal issues – but she still prospected.


She learned to compartmentalize

Surgeons do it best.

Everything in their personal lives can be falling apart, yet when they get a patient on the table, they are total focused on the surgery.


No matter where Marsha was or what she had to do, she still prospected.


Today, Marsha is the VP of Sales and Marketing for a major player in her industry.  Making the big bucks.


Joe, on the other hand, is only making excuses and wondering when he is ever going to make any money.


What about you?

Joe or Marsha?


Learn to be consistent.


Join our cold calling challenge now in its 7th week.


Simply doing this with us for 90 days will take your game to the next level.


If you consistently prospect, you will fill the funnel and succeed as never before.


Learn more about the Cold Call Challenge and sign up – click the link below.






            It is time for the decision, and you don’t have all the information you wanted to have.  You don’t feel like you have all the information you need to make a decision, yet you have to make the decision.  It cannot wait.  Everyone is looking to you.  You have to make the decision.  What do you do?


            It is simple, you decide, and then you handle whatever happens afterward.  Most people make it so complex it stops them cold in their steps.  Frozen.  Unmovable. Coach_Manny (1)


            You cannot let this happen; you have to move forward.  Look, if you made a bad decision, then you will just have to make another decision afterward to get the process back on track. 


            If you made a bad decision, it is not the end of the world.  You will recover.  We all do.  Even from major wrong decisions.


            However, if you fail to decide, then you stop – you are not moving, and usually, the effect will be worse.


Order your copy today - just click this picture.

Order your copy today – just click this picture.

            So make the decision, deal with the results and move on.


            We were with our backs to the wall.  The client had already committed to 5 major customers that the new system was going into production next week.  Yet, we felt we still did not have all the results from testing we wanted to have.  We needed to make a decision.  Either we were moving forward and going live, or we were not.  Neither of those decisions had a real good feel to them.   The other option was we could just sit there and think about it and accomplish nothing.

            If we didn’t move forward, we would risk our entire relationship with the customer.  The customer would look bad and often that is not recoverable.

            If we went live and had problems, could we deal with them?  Did we feel well enough to know that no major issues were left unsolved? 


            We decided to go live, and we had some problems.  However, we solved them, and the project was a success.


            The second story about decision is simpler, yet sometimes, it does not seem that way. 

            We decided to get a cat.  After much discussion, fighting and thinking, I agreed to let my youngest get a cat.  So, her and her mom went out to get the cat.  It seems a friend had a cat who just had kittens. 


            However, when they came home, they didn’t have 1 kitten, but they had 2.  Thelma and Louise.  Oh, dad, we could separate them.  It will be fine; we will take care of them.


            Again, a decision.

            No, you take one back.

            Yes, you keep them both.

            Let me think about it?

            Number 3 is out, either keep or go. 

            We kept them both, but the point is, I had to decide.  I did not have all the information.  How would we deal with 2 cats?    How would this affect the dog we already had?  Would they really take care of them?

            Just make a decision will you, please.

When you teach the people in your organization, are you hesitating?


Are you teaching them everything you know?Coach_Manny (1)


Are you giving them all they need to be as good or even better than you?


Most of us do not do this.


Why do we hold back, why we do not share with people all we know, all we have, all we have learned, everything we could give them.




Is it because we are we afraid?


Are we afraid they might leave us and create a company that is greater than ours?

Are we afraid they might leave us for another organization?

Are we afraid they might be more successful than we are?


What is it that holds us back from giving them all we have?

How did we become great leaders?0035

Who helped us?

Think about that, and you might be amazed.

I know I am thankful that those who taught me, most gave it all.


Do you as the leader want to create fans or do you want to create leaders who are as good or better than you?  We are all quick to complain about the people who work for us and their abilities, but are we as quick to teach them everything we know.


It is a question all of us in leadership face.

It is a question we have to work through.

It is holding our organization back from being all it could be.


Start by embracing the fact that great leaders create great leaders.


What that means is that those that we create, if they take what we teach them and apply it, have an excellent shot to be better than we are. 


Are we really okay with that?


If you want to create fans then you should become an entertainer.

If you want to create great leaders in your organization, then give them all.


Let me repeat again, great leaders are created by great leaders.


What great leaders do is give everything they have, and more.

They give the connections and support. 

Great leaders care, they share and they really do want to create people even more successful than they are.


Great leaders take huge pride in the success of their team and in knowing they helped make it happen.  Even if only in a small way.


If you have the opportunity to teach people to become great leaders.

Take that opportunity and help them.

and then let them go

and see what happens.


They are never going to forget you and what you did for them in the long run.  Yes, sometimes it seems they forget, but when they take a moment to reflect, they know all you did for them.


Ask yourself, do I share everything I have with those I am training.

With those in my organization.


Failure Creates Success.

Are you giving it all to those you are building?

How to create real success in all you do

How to create real success in all you do

If not, change today.


Take a shot, you will be amazed.


If you want to be a great leader and need some help, then give me a call.

I help build great leaders because I share all I know.

Sign up for a 30 minute free consultation.    Click here to schedule your call.