Never Lower Your Standards

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[Note: This isn't for you. It's for someone else. Unless you or someone you know needs it. Then it's for you.] The people who love you the most expect the most of you. They want to see you become the biggest, brightest, best version of yourself. They will sometimes hold you to … [Read more...]

If You Already Know Everything

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If you already know everything, you should already be producing the results that you want. You already know what beliefs are necessary to support you, and you profess to hold those beliefs as your own. You already know what actions you need to take. You know what must be done, … [Read more...]

It Isn’t Supposed to Be Easy

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If reaching your goals were easy, you wouldn’t appreciate the struggle. If it were easy to reach your goals, there would be no reason to chase them. They wouldn’t be goals; they’d just be something that you do. If it were easy to accomplish something worthwhile, then everyone … [Read more...]

The Hustler’s Playbook: Hustlers Persevere

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Hustlers persevere. The hustler is determined to achieve their goals. It doesn’t matter how difficult the goal is to obtain. It doesn’t matter how many obstacles they need to overcome to reach their goals. The hustler keeps at it, chipping away, relentlessly taking action until … [Read more...]

7 Ideas About Creating Content

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All content isn’t created equal. The best content is helpful. The worst content is not helpful. You want to produce content that benefits people in some way, whether it is by entertaining them, educating them, persuading them, or inspiring them. The very best content serves the … [Read more...]

How Long Does It Take To Win?

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It takes time to nurture and develop your prospects. It isn’t easy to be known for the value you create or to prove you have ideas. The longer it takes you to prove you have the ideas and the ability to help, the longer it takes to create and win an opportunity. It takes time to … [Read more...]

What I Talked About at Dreamforce 2014

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If you missed my speech at Dreamforce, here is what I said: I told the audience at Dreamforce that they have to create a higher level of value if they want their dream clients to find them compelling. I told them creating a higher level of value is a differentiator. I showed … [Read more...]

Change This One Thing Now

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If you missed this week’s newsletter, you missed two questions that have caused a lot of people to email me with their thoughts. The two questions were: What is it that you perceive to be missing? (Meaning, what do you need to produce the result that you want). If someone … [Read more...]

The Sound of Your Phone Not Ringing

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That silence you hear is the sound of your phone not ringing. Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe you believe social selling is going to generate more than enough leads. Maybe you … [Read more...]

Mind Share or The Spreadsheet

Mindshare or the Spreadsheet

You have a choice of where and how you compete. You can choose to compete on the battlefield that is “mind share.” Or you can compete on the battlefield that is “spreadsheet.” It feels like “mind share” is more difficult. You have to get into the process much earlier, long … [Read more...]