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Blog Category // 2014 (3)

A Rather Incomplete List of My Beliefs on Sales

Both businesses and salespeople have to make a choice as to whether to be transactional or whether to create some higher ...
Information Disparity 2-part video series

Move the Pain Forward

It’s hard to break bad habits. It’s hard to change especially when you cannot yet sense the danger of not changing.

The Only Thing Necessary

Where do you draw the line?

The Hustler’s Playbook: Hustlers Expect More

Hustlers expect more.

Race to the Top

Excellence isn’t found at the bottom. There is nothing in the lowest price category that it the highest quality, best ...

Stop Trying to Make Selling Easy

The reason you want the lowest price is because you believe it makes selling easy. If you can take price out of the ...

Moving from the Spreadsheet to Irrational Logic

Logic is a powerful tool. With the development of our massive neocortex we have the ability to use logic instead of emotion ...

Why the 10,000 Hour Rule Isn’t Working For You

K. Anders Ericsson’s research doesn’t prove that to become an expert at anything you need only do that thing for 10,000 ...

Why the Universe Is Ignoring You

I love the movie The Secret. There is definitely something to the Law of Attraction. I’ve seen the law work for longer than ...
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The Hustler’s Playbook: Hustlers Find Positive Meaning in Misfortune

The way hustlers view the experiences of their lives is very different than the way non-hustlers view those very same ...

Value Is Something More Than Financial

Maybe you believe value is all about money. Maybe you believe that it’s all about financial metrics. But value is more ...

Your Dream Client Is a Generalist

Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ...

How to Reconcile Your Divided Mind

Have you ever been so focused on an outcome that you weren’t able to pay attention to the person sitting right in front of ...

How To Create Compelling Content

At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get ...

Your Greatest Investment Is the One You Make In Yourself

There is no greater investment that you can make than the investment you make in yourself.

Don’t Quit Your Day Job

You don’t have to quit your day job to begin working on going solo, a second income, or a second career. You might believe ...

The Hustler’s Playbook: On Slackers

I’ve been trying to come up with a word that describes the non-hustler. But I’ve chosen the term “non-hustlers” because I ...

Difficult Conversations Are Growth Opportunities

No one wants to have difficult conversations. It is hard to deal with situations when emotions are high and people are ...

Why Focus On the Top of the Funnel

There is no middle of the funnel or bottom of the funnel without the top of the sales funnel. Most of the challenges that ...

Never Lower Your Standards

The people who love you the most expect the most of you. They want to see you become the biggest, brightest, best version of ...

If You Already Know Everything

If you already know everything, you should already be producing the results that you want.
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