You Are Capable of So Much More

Self-Imposed Limits

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I drew this little picture to make a rather simple, but profound, point: there … [Read more...]

To Hell with Your Good Intentions. Instead, Action!

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You had every intention of getting up early so you could do the things you really need to do to be successful and happy. Instead you hit the snooze button three times, and you didn’t do what needed to be done. You intended to make your prospecting calls as soon as you arrived at … [Read more...]

Why You Can’t Allow Marketing to Nurture Your Dream Clients (Alone)

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. You’re busy serving your clients and trying to make your number. Time is the … [Read more...]

Remember.

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My Uncle Frankie was killed in Viet Nam shortly after I was born. He was the fourth of my Grandmother’s five children, five children she raised and sent to Catholic schools by herself on a secretary’s salary. She was an incredible provider, but college wasn’t an option for her … [Read more...]

How to Deal with a Negative Co-Worker

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It’s difficult to deal with negative co-workers. You can get roped into commiserating, even when you are not by nature negative, and even when you don’t agree with your negative co-worker’s complaints. Given enough access and enough time, a negative person will chip away your … [Read more...]

A Simple Framework for Thinking About Simple Deals

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I write a lot about the complex sale. Selling well is difficult, and it is only getting more challenging. Deals are more complex as companies make more buying decisions by consensus. The outcomes are also more complicated and more difficult to obtain. But this isn’t true for … [Read more...]

The First Law of Sales

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Today my friend Chris wrote this piece on his blog. Some guys like the ones in this video ripped off my uncle. He didn’t have any real money, yet he was robbed and preyed upon by this new breed of confidence men. What criminals like these are doing has nothing to do with real … [Read more...]

Choosing the Right Medium for the Message

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Email is a magnificent communication tool—but not in all circumstances. Many conversations call for different—and better—communication choices. When Is Email the Right Medium? Email is the right communication medium for matters of relatively low importance. It’s great for … [Read more...]

The Real 1% Holding You Back

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If you believe that even 1% of your failure to produce the results that you want is someone else’s fault, you will never be as successful as you could be. Until you decide that you alone are 100% responsible for the results that you are producing, you will never produce the … [Read more...]

No Apologies (If You Are a Value Creator)

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Selling requires confidence. It requires a presence. The way you carry yourself conveys that confidence and gives you that presence. So do the words that you use. That is why you have to stop saying you’re sorry. It’s why you have to stop apologizing for taking your dream … [Read more...]