1. Pictorial imagery that illustrates concepts and subject matter.
2. Symbols associated with subject matter.
3. Imagery from a revolutionary Sales Training and Consulting organization dedicated to Driving You to Fearless Sales Leadership.

"What’s with the images?" you ask. The answer lies in our dedication to use every possible vehicle to illustrate the art of selling. As Rick has developed the body of Building Leaders content, the use of iconography to depict concepts has enabled dedicated professionals to retain visual imagery of powerful sales concepts.

It all started simply when Rick developed a four quadrant depiction of archetypal sales behavior. Building Leaders flagship training module and keynote presentation – Friends, Beggars and Blue Suede Shoes™ – holds a mirror to the face of salespeople. It emphasizes not only the optimum behaviors of selling but also helps salespeople objectively appraise their own performance. It succeeds in pushing people to new levels of Sales Leadership. The top right quadrant, the blue zone you see in our logo and the targeted area in our purple icon, is in this area of performance in which Sales Leaders are developed and results occur.

The iconography of the Power of Crisis™ was born soon after Friends, Beggars and Blue Suede Shoes™ and illustrates a remarkably insightful message about positive emotional control in the workplace. The message focuses on levels of emotional consciousness based on the work of prominent psychological theorists such as David Hawkins, Elizabeh Kubler-Ross, Abraham Maslow and others. More importantly, the presentation identifies levels of competence and teaches you how to practice positive emotional control in the workplace in the midst of challenging situations.

The Non-Linear Sales Formula™ was born approximately five years ago. This work came out of Rick’s passionate analysis of the sales profession and his belief that the process of selling is frequently taught as a theory that fails to mirror reality. In reality, the process of selling is not solely the time that occurs with the client, but includes preparation time prior to sales meetings and the essential activities that take place afterwards. Moreover, the reality is that clients don’t always cooperate and give you a chance to employ a theoretical model of selling. Sales veterans at our programs have frequently noted that this is a message which accurately describes their experiences and provides a map for success.

Only a few years ago, Rick recognized that the makeup of sales performers includes more than behavioral skill sets. The iconography of the Holistic Salesperson™ recognizes the internal characteristics that lead to sales success. Most importantly, whereas the reality of the sales process is non-linear in design, the development of sales performance can and should be carefully structured. One must develop the scientific skills of selling prior to cultivating the advanced artistic skills of selling. Originally introduced at our Sales Management Boot Camp, we have revamped that program and now include this presentation and iconography in our Sales Training sessions and keynote programs.

Early in 2008, Rick came up with yet another powerful image that illustrates how any individual can manage his or her career more effectively. Your Sales Universe™ teaches individuals to think for the job they want and how to manage a career in the same manner as an organization manages its brand. The iconography demonstrates how you develop a central theme in your career and allow it to evolve to higher levels of success. In the rapidly changing world of the 21st century this is a must-hear message for every person that wants to achieve career security.