Why the 10,000 Hour Rule Isn’t Working For You

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K. Anders Ericsson's research doesn’t prove that to become an expert at anything you need only do that thing for 10,000 hours. It doesn’t suggest anything of the sort. In fact, one of my favorite quotes from Ericsson is “Just because you’ve been walking for 55 years doesn’t mean … [Read more...]

You Cannot Be a Smart Asshole

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There is no such thing as a smart asshole. You can’t be both of those things at the same time; and if you are the latter, then you are not the former. There are lots of different lines of intelligence. Howard Gardner of Harvard wrote a book making the case that cognitive … [Read more...]

Morning in America

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Christopher Ingraham at the Washington Post, citing a Brookings Institution report, notes that U.S. businesses are being destroyed faster than they are being created. His article begins, “The American economy is less entrepreneurial than at any time in the last three … [Read more...]

How to Put Yourself in Foul Mood (Or Not)

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Ever in a seriously foul mood? Ever find yourself in a bad mood for no reason at all (or no good reason anyway)? I was at the eye doctors’s office for a 4:30 appointment. At 4:45, one of the doctor’s assistants did the pre-examination. And then I sat for 45 minutes, the first 30 … [Read more...]

On The Power of Being Nice

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I’m not suggesting that you can’t be demanding. I’m not even remotely suggesting that you shouldn’t have knock down, drag out productive disagreements. And, I’m not intimating that you should be a softie, a cupcake, a cream puff, or that you should let anyone walk all over you … [Read more...]

The Animal Spirits In Your Pipeline

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We have a lot of ideas about how buyers buy and how we as sellers should sell. We collect and count data (mostly without capturing any context) and use it to show how buyers make thoughtful, rational, well-informed decisions. But mostly, as buyers, we aren’t as thoughtful or … [Read more...]

On Your Reinforcements

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Look at the people you spend the most time with. Do these people reinforce a healthy, positive psychology. Or do they reinforce a negative, cynical, results-destroying psychology? When you were young, your parents were concerned about who you hung around with. They wanted you to … [Read more...]

A Short Meditation on Fear

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Fear is a powerful foe. It creates a dangerous form of complacency. A fear of conflict prevents the kind of candid conversations that allow you to identify and overcome obstacles. You don't want to bring up the uncomfortable issues that might anger your clients or alienate your … [Read more...]

The Critical Nature of the Salesperson’s Mindset

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There is no factor more important than the individual salesperson’s mindset when it comes to winning new business. What you believe drives your actions and your actions drive your results. Value Creation: Your mindset begins with value creation. Is your mindset to create as … [Read more...]

How to Stop Awfulizing

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Your dream client hasn’t called you back. Up until now, the whole process has been smooth sailing. Now, nothing but darkness. You’re worried. Something’s gone wrong. They’re not calling back. They’ve decided not to move forward with you. Or worse, they’ve chosen your competitor. … [Read more...]