Your Willingness To Succeed

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Are you willing to do what is necessary to succeed? Are you willing to take the first step alone? Are you willing to begin your journey by yourself? Are you willing to start earlier and stay later? Are you willing to begin your day before anyone else? Are you willing to keep … [Read more...]

Known, Liked, and Trusted: A Revision

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For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients … [Read more...]

How to Find Your Voice

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You are never going to find your voice until you start exercising it. If you want to find your voice, you need to start talking. You need to start sharing what you know, what you believe, and what your experience has taught you. Until you start talking, until you start hear what … [Read more...]

The Mental Game of Success

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The mental game of success starts with your belief systems. It starts with what you believe about the world, yourself, other people, past events, and all the other countless beliefs that make up your worldview. You can understand a lot about your belief systems when you look at … [Read more...]

The Leadership Playbook: Chart Your Own Course

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When Walter Isaacson released his biography of Steve Jobs, there were countless articles written about what you can learn about leadership from Steve Jobs. There isn’t a day that goes by that the Internet isn’t flooded with suggestions about how you can lead more like Richard … [Read more...]

The Hustler’s Playbook – Hustlers Sweat the Small Stuff

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Hustlers focus on big outcomes. That focus is what allows the hustler to produce bigger outcomes than non-hustlers. To produce those big outcomes, the hustler must ignore smaller, less important outcomes. If something isn’t critical to producing a big outcome, the hustler ignores … [Read more...]

Famous For What

Famous For What

We live in interesting times. Centuries after Gutenberg, we now have a toolkit that allows anyone with Internet connectivity to produce content for the masses. There are no barriers, and on balance, this is a very good thing. With a bit of effort and some hustle, you can get … [Read more...]

How to Maintain a Resourceful State In Difficult Conversations

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You cannot afford to be in anything less than your most resourceful state in difficult conversations with the people who work for you and with you. If you are in a foul mood, upset, or impatient, you can't produce a positive outcome. Your attitude subtracts from your ability to … [Read more...]

A Rather Incomplete List of My Beliefs on Sales

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Both businesses and salespeople have to make a choice as to whether to be transactional or whether to create some higher level of value. An individual salesperson has the power to create a higher level of value for their clients. But doing so requires that the salesperson knows … [Read more...]

Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]