What follows is not a prescription for finding your way into conflict. Instead, it’s a list of things you may now knowingly recognize as causing conflict where it isn’t necessary—and when it doesn’t serve you in life or modern sales. Think of these as things to avoid, and ...
K. Anders Ericsson, the expert who uncovered the 10,000-hour rule that you know from Malcolm Gladwell’s work once said, ...
A few months after my brain surgery in 1992, I told my neurologist that I felt like my brain was on fire and that I was ...
What you may not realize is that your biggest battle isn’t about what you should do, but rather, about what you should not ...
When I was a kid washing dishes, some of the other dishwashers would do everything in their power to avoid handling the ...
My experience has taught me that you win deals very early in the process. It’s also likely that you lose deals very early in ...
Self-loathing sales experts. They’re self-loathing because they hate the part of themselves that once sold and felt that ...
In a presentation that I saw today, one slide features a Swiss Army knife. The following slide was a massive Swiss Army ...
There are a variety of ideas and beliefs available to you. Sadly, you are mostly infected with them, and less often do you ...
Last weekend I was reviewing my projects and tasks when I recognized how many of the projects and tasks had nothing to do ...
There is this story about Warren Buffett and his pilot. As the story goes, the pilot is talking about his goals and dreams, ...
I am continually tagged in Linked posts where someone writes that cold calling is dead and others rush to defend the ...
Your client is going to ask you for a lower pricenow negotiating. They are obligated to do so, as this makes them good ...
It can feel like a complete waste of time and energy to pursue one of your dream clients when they are locked down in a ...
If you ever feel you are being pulled in two directions:
My friend Tom told me a story about his best friend growing up. His friend joined the Army after high school. It was there ...
A word of caution here. This post is going to mention God and the Universe. I want you to know that I have great respect for ...
Dear New High School Graduate:
For the last decade, there has been a trend towards believing that what worked in the past is automatically wrong for the ...
The phrase “moral management” may not be one you’ve heard much in the context of your business or sales career, but it’s a ...
If you haven’t changed any of your beliefs, it is proof that you are not growing. From time to time, you should revise what ...
