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Blog Category // 2020

Why You Should Adopt a Blue-Collar Work Ethic Now

When you dry-mix cement to stucco a house, you have to pour cement into a mixing tub, add water, and repeatedly pull a ...
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Why You Need to Take Contemporaneous Notes

First, a couple thoughts about my experience with note-taking.

What I Learned Writing Every Day for the Last Eleven Years

Today marks the 11th anniversary of my commitment to write every day, inspired by my friend Seth Godin. At the time, I was ...

Taking Account of Your Last Year

Last year, one of my most significant accomplishments was to stop complaining—it has been much more difficult than I ...

You Are All In or You Are All Out

There is nothing wrong with exploring what you might be or do. In fact, it might take you a while to find something that ...
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What Did You Give for Christmas?

The first question you might ask someone around Christmas is, “What did you get for Christmas?” The question presumes that ...

You Don’t Know How to Sell

This post is intended as a public service announcement. The proliferation of sales tools that are misunderstood and misused, ...

How to Climb Up the Stack Ranking

Maybe you are in the bottom half of your company’s stack ranking and want to find your way into the upper half. Or you might ...

How to Stay Aligned in the Sales Conversation

To create and win opportunities, you must recognize and understand the gap between you and your prospective client. That gap ...
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8 Principles for Better Agility in Sales

Some sales trainers believe that there is a finite number of rules for selling effectively—and thus that any sales problem ...

You Are Going Back to Face-to-Face Sales Calls

The prevailing faux wisdom in the world of sales insists that we are never going back to face-to-face meetings with clients. ...

Read Deeper, Think Deeper, and Improve Your Mind

Read more books: mostly older books that have survived the Lindy Effect, with the occasional recent book that keeps you ...

Next Year’s Results Depend on Reviewing Your Sales Year

It’s critically important that you reflect on your past year, discern what you’ve done well, and look directly at the areas ...

8 Problems That Don’t Age Well

Problems don’t age well. You are always better off dealign with them directly and dispatching them as quickly as possible. ...

Beating the Curse of the Knowledge Worker

I started working when I was thirteen years old, washing dishes at a very large banquet center. At the beginning of my ...

When Good People Are Bad Salespeople

No good person wants to believe that they are a bad salesperson. Sure, you have to be a bad salesperson before you can ...

Contributions to the Negative Sales Stereotypes

There are a lot of bad salespeople in the world. Few of them match the caricature: pushy brutes who use high-pressure ...

Why You Waste Time in Your Inbox

No one ever consciously decides to operate reactively, simply waiting for someone or something to provide them with ...

Video is King! with Jeffrey Gitomer, Ep #2

Video is King! with Jeffrey Gitomer, Ep #2

On Self-Doubt

Sooner or later, you’ll feel like you’re not up to the task required of you—maybe because you don’t think you’re qualified ...

Honesty is Important When Assessing Yourself

In my experience, when salespeople give themselves all zeros (or all tens) on every category of a competency model, their ...
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Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now is working, even in this challenging economy. Would you like some help?

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