A few days ago, on the way home from dinner with my wife and my youngest daughter, I noticed a dark figure standing on a street corner in the cold, rainy weather. He was holding a cardboard sign, but I couldn’t make it out because it was too dark, and the weather was too ...
Most people don’t do the thing they want to do because they are not capable. It isn’t a matter of “can’t. “ It is a matter ...
A young entrepreneur asked me what I thought about the idea that you should fire the bottom 10 percent of employees each ...
You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get ...
I love the idea that you shouldn’t want to be better than anyone else, just better than you were yesterday. The problem with ...
The time you wake up in the morning is an indication of how strong your hustle is. The later your sleep, the weaker your ...
Are you full of performative contradictions? Are you doing what you say one cannot—or should not—do?
Culture is made up of what your company is on the inside. It is critical that what you are on the inside is different than ...
I am just back from speaking in Las Vegas. Getting to the conference center required a walk through the Casino at Caesar’s ...
I am re-reading Nicholas Nassim Taleb‘s Antifragile. It’s a fascinating book, and in my opinion, even better than his prior, ...
Whatever your business strategy, it should be pursued consistently.
Everyone wants leads. Specifically, they want ready-to-buy leads. Selling is easy when your prospective client is trying to ...
You can’t do everything you want to do right now. The constraints are too great. You don’t have enough time. You likely ...
The sales pundit who tells you that there is no way to create value for your dream clients, that they prefer instead to buy ...
We massively underestimate how much small actions, taken consistently over time, start to stack up when it comes to ...
Everything is possible. Even what you believe to be impossible.
You win new clients and new opportunities one of two ways: intention or accident. Intentionally won deals are how you grow ...
You can’t love part of sales. It is all or nothing.
What is the one thing that you need to do to move your most important project forward? Unless there is some emergency that ...
I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing ...
