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Blog Category // 2019

6 Gigantic Resolutions a Sales Manager Must Make in the New Year

Yesterday’s post was a list of the most important resolutions salespeople should make in the coming year. Today’s post, as ...
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The Most Important Resolutions You Need To Make In Sales

You may not yet have made your New Year’s Resolutions. If you want your next year to be your best sales year ever, you are ...

Your Success Is Found in Priorities and Execution

Your version of success and someone else’s version may differ. What someone else calls “success,” you might describe as an ...

Marking 10 Years of Publishing Daily

Today is a special day for me. On December 28, 2009, I started posting here daily. I had dabbled with writing a blog for a ...

A Superior Strategy to Refusing an RFP

On one end of the spectrum, there are those who believe they should passively wait for a Request for Proposal as the single ...
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How Your Good Intentions Compromise Your Sales Culture

There are times when an operations team can become overwhelmed by the volume or the difficulty of their work. They fall ...

Merry Christmas and Happy Holidays with Your Family

A family inoculates you against many of life’s challenges. You have people, and they have you, which means you are not ...

The Value Of Love Expressed As Compassion

The woman who lived in the apartment behind ours was raising three kids by herself, two boys who were about my age, around ...

7 Things You Should Resolve To Quit In The New Year

Around this time of year, people start making resolutions, which is not the same thing as actually committing to something ...
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A Short Note on Your Next Decade

I want you to know that didn’t forget you and that nothing has happened to me. Today, my focus is elsewhere.

The Ultimate Improvement to Your Morning Routine

The idea of a morning routine is growing more popular, as more people become aware of the value of setting yourself up for ...

5 Unconditional Tests of Value Creation and Winning Opportunities

The idea of “value creation” can be confusing. The word “value” itself can be nebulous, unclear. Value is also in the eye of ...

How To Master The Art Of Being Lazy

It isn’t easy to be lazy. It is more complicated than you might believe. Those who have mastered being lazy have had to work ...

Why Discounting At The End Of The Year Fails

Every year, at about this time, salespeople and their companies begin the process of offering discounts to their prospective ...

How to Win Deals with a Higher Price

There is inevitable confusion about price and its impact on winning or losing sales. The confusion over price begins when ...

How To Steal Back Your Time For Selling

If you wanted the best possible advice for improving your sales, my instinct would be to tell you to improve your sales ...

An Instructive List of 10 Ways You Vaporize Your Deals

No one likes to lose. Nor does anyone want to be faced with the reality that they caused the loss, that what they did ...

This Is What Happens When You Sell On Your Front Foot

In boxing, the aggressor is on their front foot, driving the action. Even though boxing is different from many other sports, ...

8 Things You Should Make Instead of Excuses

There is something very human about making excuses for our failures. Our egos try to protect themselves by placing the blame ...

10 Incredible Obligations of an Excellent Human Being

Surely there are many more incredible character traits one might obligate themselves to should they decide to be an ...

9 Mistakes You Enable Your Dream Clients to Make

Weak sales approaches and poor decisions allow your prospective clients to make mistakes, mistakes that often include you ...
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