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Blog Category // 2017 (2)

Eliminating Your Minimally Acceptable Personal Standards

There is a certain quality and quantity of work that is minimally acceptable. Let’s equate this to a grade of C in school. ...
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Are You Deploying Your Resources Appropriately?

Imagine a military commander. He has a strategy to win. He has decided what the missions that result in a positive outcome ...

Stop Taking Advice on Sales

The next idea is better than the last one. It is more recent; therefore, it is better.

 Opportunity Creation is Equal to Opportunity Capture

One of the primary reasons sales managers and sales leaders do not win the business they need to win is because they are too ...

Your People Do Not Make You Different

This is a tough differentiation strategy to sell.
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This Is How Your Prospect Knows You Are Going to Discount

Salespeople and their companies have trained their prospects and clients to expect a discount. In fact, I am writing this on ...

Selling is the New Sales

A funny thing happened to B2B sales over the last little while. Technology displaced conversation about sales. For certain, ...

How to Fly Longer, Further, Faster

There is this important concept from Taleb’s work. It’s what he calls Lecturing Birds How to Fly. This stands for the idea ...

The Inefficient is Really Efficient

It’s easier to send an email than make a phone call. An email allows you to think through what you want to say, providing ...
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What I Am Writing Now

I am writing my third book now. This book is about competitive displacements, which is to say, how you take clients away ...

Stop Focusing on Your Competitor

If focusing on your competitor would improve your sales results, it would be worth the time spent talking about them and the ...

Transparency Creates Trust

There are a lot of people who believe that selling well requires that you paint a picture of a desired better future without ...

A Hedge Against Unavoidable Downside Risks

You have no control over whether the CEO you have been working with on a deal leaves the company to start a new venture of ...

Through Some Miracle You Are Here

Without hot, there would be no cold. Without darkness, there would be no light. Without up there is no such thing as down. ...

What the Perfect Sales Collateral Won’t Do

The perfect business card will not win you new accounts. It might look better than any other business card your dream client ...

Are You Really Wasting Your Time?

Is what you are doing right now aligned with your mission and your purpose? Is it something that moves you closer to the ...

Give Up Your Heroes and Become One Instead

There is this problem with heroes: they have flaws. No matter how much you want to believe that your hero is somehow a ...

How Not to Ask Like a Mooch

If you are going to ask someone for something, offer to trade value for what you want.

Call Them Right Back

When I was very young, I was asked to make cold calls for the family business. I had a little experience, having made cold ...

A Note to Young Entrepreneurs

You aren’t going to be Uber. Well, a few of you may be, but most of you will not. There are a lot of businesses that are ...

The Power of Your Beliefs and Disciplines

It is hard to describe the power of beliefs, the lens through which you view the world.
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