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...]

Be Completely Sold On You

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How can you possibly persuade others if you are not persuaded yourself? If you don't believe that your product, service, or solution is the right choice for your dream client, how do you expect to persuade your dream client that it is? If you don't believe that you give more … [Read more...]

When Success Happens

pic.twitter.com/CywTMVgGj9— S. Anthony Iannarino (@iannarino) September 4, 2014 … [Read more...]

No One Wants to Be a Poor Performer

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A friend of mine is angry at the people he leads. They performed very poorly. In fact, they failed miserably. When he reviewed their performance with them, they were defensive. Some were even argumentative. This made my friend even more angry. No one wants to be a poor performer … [Read more...]

But Is It Working?

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You like doing what you are doing now. You know there are other things that you could be doing, but you don’t want to do them. So you keep doing what you’ve always done. You know that there are other choices available to you, but all of them make you uncomfortable. So you keep … [Read more...]

You Get What You Focus On

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You get what you focus on. If you focus on distractions, you will be distracted. If you focus on the next novelty, the next interesting thing that might capture your attention, your results will reflect the fact that you were distracted. If you focus on excuses, you will find … [Read more...]

On Recognizing Bad Advice on the Internet

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The Internet is the world’s largest and most complete advice column ever assembled. Anyone and everyone has the power to offer you their advice on any number of topics, regardless of whether or not their advice is sound. This means you will find good advice, bad advice, and … [Read more...]

Ten Mandatory Sales Disciplines

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Closing: The discipline of closing is the gaining of commitments. This is the first discipline because commitments are what allow you to create opportunities, create value, and win deals. This is the first discipline. Prospecting: The discipline of prospecting requires that you … [Read more...]

How to Lose a Deal

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Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. … [Read more...]

The Real Story Goes Unreported

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Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war, an earthquake, and problems on … [Read more...]