Shortcuts, Secrets, Tricks, Magic Bullets, and Shiny Objects

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Shortcuts: There isn’t any way to produce the results you need without doing the work that producing those results requires of you. If someone is selling that there is a shortcut that is made up of you not having to do the work, then it isn’t a shortcut; it’s a recipe for … [Read more...]

The Truth About Why You’re Desperate

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If you are working on prospects that aren’t right for your company (and it’s business model), that don’t value what you do (or how you do it), you are making a mistake. And you’re making a mistake that will cost you your sales results. The reason that salespeople pursue … [Read more...]

Four Powerful Beliefs You Must Hold to Succeed In Sales

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There isn’t anything that is going to have a greater impact on your results in sales (or anything else, for that matter) than your beliefs. Here are four beliefs that fuel your success, and without which success is impossible. Believe That You Can Make a Difference One of the … [Read more...]

Authority to Say No Isn’t Authority to Say Yes

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There are still a lot of people that offer the advice that you should always enter your dream client as far up the organizational chart as possible. The idea is that if you are sponsored down, if you could say “your boss sent me with his blessing,” then you were more likely to … [Read more...]

How To Own It

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It’s not “out there.” It’s not something external. It’s not someone or something else. It’s you. Own it. Accept It There is only one way to improve your results. You have to own the fact that you’re the only thing standing between you and the result you want. And the first … [Read more...]

A High Powered Application of Caring

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At a sales conference I recently attended, I watched a sales manager pass out sales awards to his global sales team. He passed out thirty-nine separate awards. There were three to five people nominated or eligible for each of the awards. This sales manager announced each of the … [Read more...]

Stop Hiding From Your Fears

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There’s work you need to do that makes you uncomfortable. You aren’t confident, and you’re not sure you can get the outcome you need. But hiding from work that makes you uncomfortable only ensures that you don’t get the outcome you need. You have a major problem with a major … [Read more...]

Sharpen Your Value Creation or Sharpen Your Pencil


You’ve been asked to sharpen your pencil. You’ve been told that your dream client wants to give you their business, but one of your competitors has come in at a lower price. If you want to win, you have to do better. You have to reduce your price. You have to choices. You can … [Read more...]

Be Grateful

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“You don't need to justify your love, you don't need to explain your love, you just need to practice your love. Practice creates the master.” ― Miguel Ruiz, The Mastery of Love: A Practical Guide to the Art of Relationship I am most grateful for the people in my life, my … [Read more...]

Swing For the Fences (and Hit Some Singles and Doubles)

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I am not a baseball fan (this guy is). Not even a little bit. Unless we are going to the ballpark (something I very, very rarely do), I never watch baseball. But sales lessons are everywhere, and we take them where we find them. Some players are sluggers. They take the most … [Read more...]