If you live to be 90 years old, you will have lived 32,850 days. That’s 4,680 weeks. That sounds like a lot of days. Even when you look at a lifetime in weeks it seems like a lot of time. But it isn’t very much time at all. It only feels like a lot of time when you are very ...
When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas ...
You always have something you can write. Your creativity is a bottomless well, even though you may not be used to lowering ...
How did you win your last deal? Why did you win that deal?
Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and ...
There is a reason most organizations don’t produce the results they are capable of producing. This same reason is why ...
I once had a conversation with a leader. I mentioned to him how much I admired the accomplishments of one of his people, and ...
There is no way to succeed in sales without passing through three stages.
You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be ...
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A friend of mine is angry at the people he leads. They performed very poorly. In fact, they failed miserably. When he ...
You like doing what you are doing now. You know there are other things that you could be doing, but you don’t want to do ...
Saturday night I had the opportunity watch the Wisconsin – LSU game from Athletic Director (and former head coach) Barry ...
You are in a lifeboat. You are sinking fast. You are surrounded by your ten biggest initiatives. They’re all important to ...
Hustlers focus on opportunities. Non-hustlers focus on problems.
A checklist of things you need to provide your sales force.
You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. ...
You never produce results without activity. But you also never produce results without those activities generating a ...
You are making selling harder than it has to be.
You get what you focus on.
Leaders have to be great salespeople to lead effectively. The reason? Because true leadership is based on persuasion and not ...
