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Polaris: Polaris is the name of the star we know as the North Star. What makes this star unique is that it does not move in the sky. The north sky moves around Polaris. When you face the North Star, no matter what, you are heading due North. If you turn your back to it, you are moving South.

In all things, remember where you are going. Stay true to your course.

Via Negativa: This is an idea from Christian theology which has been used to describe what God is not, the positive qualities being beyond human comprehension. I am using it here in the way I learned it from Taleb, as a method of avoiding downside risks—or avoiding things altogether. This is quite the opposite of taking positive action; instead, it is removing the negative.

Eliminate the non-essential. The first choice is to remove, not to add. Do nothing that has no upside and avoid that which has a great propensity to being only downside.

Leverage: This is the exertion of force using a lever to multiply one’s power. There are natural constraints that prevent greater results, namely time, energy, and resources. The application of leverage is an overcoming of those constraints using the same force—but with the help of a lever.

Leverage is the key to scale and reach. Identify and use the levers available to break through the natural constraints.

Sales 2018
Post by Anthony Iannarino on January 1, 2018

Written and edited by human brains and human hands.

Anthony Iannarino

Anthony Iannarino is an American writer. He has published daily at thesalesblog.com for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success.

Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. You can reach Anthony at thesalesblog.com or email Beth@b2bsalescoach.com.

Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at iannarino@gmail.com

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