8 Things You Owe Your Sales Force

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A checklist of things you need to provide your sales force. A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn't provided with a leader to fail, and it will not every be their own fault. … [Read more...]

You Can Change Directions Now

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You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. You’ve developed a certain set of beliefs and behaviors over that time, and you’ve generated some results, even if they’re now not the results that you really … [Read more...]

Counting What Counts

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You never produce results without activity. But you also never produce results without those activities generating a positive outcome. You can count the number of phone calls you make, but that’s only an indication of one part of your effort, your willingness to dial the … [Read more...]

How to Make Selling Harder Than It Has To Be

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You are making selling harder than it has to be. When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are extending the time it will take you to … [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...]

The Leadership Playbook: Leaders Use Persuasion Not Force

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Leaders have to be great salespeople to lead effectively. The reason? Because true leadership is based on persuasion and not force (with one exception we’ll get to later). Leadership isn’t a position on an organizational chart. An org chart contains titles, and despite what you … [Read more...]

It’s Hard to Tell the Truth

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It’s harder to tell the truth than to tell people what they want to hear. The truth is that results are difficult to produce, they’re more expensive than you think, and that the change is going to be difficult and perhaps even disruptive. The truth is that things may have to get … [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...]

Being Small Makes You Smaller

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You don’t make yourself bigger by making other people smaller. You can’t drag enough people down to build a big enough pile on which to stand and be taller. That doesn’t make you bigger. You can’t draw positive attention to yourself by making other people the focus on your … [Read more...]

What I Am Thinking About Now

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Segmentation by Generation: Every generation looks at the next couple generations and decides that “these damn kids” are different, that they don’t share the same values, and that they’re making a mess of things. The Millennials all got awards at the end of soccer season, even … [Read more...]