I’ve got a secret for you. The best fighter pilots aren’t those who ‘pull the most G’s’, fly the fastest low levels, or perform the best aerobatics. The best (the Top Guns) are the ones who discipline themselves to consistently follow tried and tested processes. Whether it is radar mechanics, surface attack tactics, or low altitude navigation, the key to peak performance in highly volatile and challenging environments is following critical processes and training accordingly. The same holds true for sales. ...

Nothing gets me more excited than carrying out a mission exactly to plan. Whether flying a jet fighter sortie, delivering a keynote, making a cold call, or successfully bluffing at poker, when things go flawlessly, it just feels great! But let’s face it…it almost NEVER happens!! I have a question for you. Are you perfect? Do you ever make mistakes? In the fighter pilot community, no mission is ever complete until we de-brief. Why? Because 99.9% of the time, mistakes are made and ...

Before fighter pilots can fly in combat, we have to demonstrate expertise in tactics, technology, and hands-on flying. Extensive hours of study, simulation and practice missions must be accomplished before we are designated “M/R” – MISSION READY! Simply put, we’re not trusted to fly with other wingmen until we can fully trust ourselves! In business and life, before you can be trusted to execute a mission and work with others, you too have to become Mission Ready. You have to trust ...

Last month I keynoted at a national sales meeting for an amazing company - Philips Medical Systems. At a social afterwards, I asked one of there their top gun sales performers (his nickname was ‘Opie’) what the key to his success was. He simply smiled and answered, “Waldo, I pick up the damn phone!” He then went on to explain how salespersons today fail to do the most critical thing when it comes to closing business – establishing and maintaining ...

I remember my first job interview after leaving the military for a business career. It was for a personal advisor position with an exclusive financial services firm, and the vice president of human resources asked me a critical question: “How do you expect to be successful at selling financial services with absolutely no sales experience?” My answer was simple – I led men and women into aerial combat in Iraq and they trusted me with their lives. If I could ...

As we celebrated our country’s independence this weekend, we were reminded of the sacrifices our forefathers made to accomplish a critical mission – the freedom of America. Their passion and focus on this mission was so great that they were willing to die for it. It allowed them to overcome insurmountable odds and ultimately build the courage to win despite their fear. What is your mission? Who are you fighting for? Who needs you to win? When you wake up ...