Back in the very old days, young people were encouraged to have pen pals. A young student might write to a person in some far away place to develop a relationship and get to learn about that person, often a person from another country where the cultural norms might be ...
Focus is the elimination of options. Focus is the discipline of saying no to all but the few things that are most important. ...
The hustler knows that success is no accident. They know that living the life that they want for themselves isn’t going to ...
If I could give salespeople training in only one thing, I would pick any of the fifteen things on this list before I would ...
The human race has been creative and fortunate enough to create vaccines for many of the diseases that have wiped out ...
A good salesperson doesn’t often beat a bad buying process.
You have to trust your sales process.
It’s very rare that I take on a private coaching client. But when I do, I spend a lot of time listening for “the big rock.”
You don’t outwork your competitors by working more hours. The number of hours you are “on the clock” is not a measurement of ...
It is naïve to believe that there isn’t a massive–and growing–gap between the Haves and the Have-Nots. The gap has always ...
Every week or two I receive the following question: “Aren’t you worried about your competitors stealing your content?” If ...
Some teachers grade their students on a curve. A straight A student might have their grade pulled down, and a D student may ...
This morning I needed to sell one of my clients on an idea. I knew it was the right idea, and I knew it was totally aligned ...
Maybe the results you are producing now are good in spite of what you are doing. Maybe you aren’t producing your good ...
Read this article called How Capitalism Dies.
If you aren’t seriously into all things business-to-business sales, this post and the other post I wrote about buyers being ...
This isn’t about money or being acquisitive. There is nothing wrong with either. This is about the mindset of the hustler.
I don’t believe that most buyers have a linear process. Just like your sales process isn’t linear, and just like you might ...
My brother, Jake, just told me a story from Doyle Brunson’s biography.
A salesperson sells their company’s products, services, and solutions. They create a level of value based on the value of ...
