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You Are Going to Need a Pencil Sharpener

You Are Going to Need a Pencil Sharpener

If you don’t create some differentiated value throughout the sales process, starting from the very first meeting with your dream client, then you can expect to be commoditized. If they don’t get the experience of working with someone that they believe has a greater ability ...

Daniel McGinn on Performance Rituals, Emotional Preparation, and Sales Success – Episode #96

If you’ve followed Anthony’s writing and work for any time at all you know how fascinated he is with the impact mindset has ...

On Hiring a Salesperson

Hiring is difficult. Hiring salespeople is exponentially more difficult. It is a complex human interaction, and there are ...

The Buyer’s Experience Buying From You

It starts with an email. Well, not really an email from you, but an email from marketing made to look like it was from you. ...

Get Better

You have prospects who are difficult to contact. They’re hard to reach by phone and impossible to reach by email. No matter ...
Information Disparity 2-part video series

Your Research is Mostly Call Reluctance

An email from one reader asked what research he might do that would allow him to gain the commitment of time from his ...

The Leadership Playbook: 4 Intelligences Necessary for Leadership

Howard Gardner, a developmental psychologist, made an important observation about human intelligence. That observation was ...

Why You Should Want to Pay Commissions

Let’s correct the record here about commissions.

The Entropy of Accountability: A Short Story

The word entropy means “the unavailability of a systems thermal energy for conversion into mechanical work.” It also means ...
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Removing the Negativity

I used to read a blog series by a really smart person. He is also a very good writer. In fact, his writing is what hooked ...

Deciding What You Want

Note: This was originally my Sunday newsletter. Occasionally, I post them here when people email me in large numbers. This ...

Unless You Have a Time Machine

You can’t go back six months and do the prospecting work that you would have needed to do in order to have the opportunities ...

My Best Advice for Your Sales Kickoff

If I could offer you only one piece of advice for making your sales kickoff a massive success, it would be this: Coordinate ...
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My Deep and Abiding Love of Work

I have had a long love affair with work. Starting when I was 13 years old and my first job washing dishes to the present ...

A Note to the First Time Sales Manager

Congratulations on your new role! This is going to challenge you. It is going to stretch you beyond your current ...

Digital Is Augmentation. Show Up.

The digital tools we use are augmentation, not a replacement for better communication mediums, ones that indicate caring.

The Right Tool Kits for Salespeople

Right now, there are countless digital tools available, many of which are useful for effectively managing your work, none of ...
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James Muir on Closing the Sale – Episode #95

Closing the sale is arguably one of the most difficult and most misunderstood parts of the sales process. It’s true for many ...

Stop Giving Demos. Make Sales Calls Instead.

There is a reason no one wants to see your demo. It’s boring. It’s a monologue. It’s an agenda that doesn’t include your ...

Why I Won’t Call You a Loser

You are not defined by your current state. No matter where you are right now, no matter how poorly you are doing at this ...

Things That Are Limited and Unlimited

One element of your success is based on your understanding of what things are limited, and what things are not. [[cta_one]]
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Are You Ready To Solve Your Sales Challenges?

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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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