Your Dream Client Is a Generalist

alt text a bright light bulb on a green background

Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

How to Reconcile Your Divided Mind

alt text image of a bronze brain

Have you ever been so focused on an outcome that you weren’t able to pay attention to the person sitting right in front of you? You can’t focus on two things at the same time. That is to be unfocused or distracted. If you want to stop your divided mind from focusing on what you … [Read more...]

How To Create Compelling Content

alt text image of a man thinking about ideas going a lot of different directions

At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?” It’s an excellent question. How do you create compelling content? What do you do to bring attention … [Read more...]

Your Greatest Investment Is the One You Make In Yourself

alt text image of trees blooming out of money on a book

There is no greater investment that you can make than the investment you make in yourself. There is no greater return on investment on Earth that is greater than the ROI on books. I don’t care what the price of gold, oil, water, real estate, or pork bellies is right now, the … [Read more...]

Don’t Quit Your Day Job

alt text image of a young man looking at the city holding a laptop

You don’t have to quit your day job to begin working on going solo, a second income, or a second career. You might believe that you don’t have time to do these things, but it’s more likely that you don’t have time not to. It is 100% certain you will have to want what you want bad … [Read more...]

The Hustler’s Playbook: On Slackers

alt text image of a businessman oversleeping

I’ve been trying to come up with a word that describes the non-hustler. But I’ve chosen the term “non-hustlers” because I believe that so many of them have been infected with a too-small vision and a poor personal psychology. They have been infected with all of the negativity … [Read more...]

Difficult Conversations Are Growth Opportunities

alt text image of a man yelling into a red phone

No one wants to have difficult conversations. It is hard to deal with situations when emotions are high and people are upset. But these conversations are crucial to your success, and difficult conversations offer you an opportunity to grow personally and professionally. From … [Read more...]

The Leadership Playbook: Leadership Takes Courage

alt text image of a mountain climbers at the summit

Leadership takes courage. The Courage To Say No: A leader needs to the courage to say no. You will have a lot of people from different quarters who want to do things that they believe in. They are good people with good intentions. But some of what they want won’t be the right … [Read more...]

Why Focus On the Top of the Funnel

alt text image of a funnel made of 100 dollar bills

There is no middle of the funnel or bottom of the funnel without the top of the sales funnel. Most of the challenges that sales organizations have in making their number stem from the fact that they are weak at the top of the funnel. It’s not that they aren’t good salespeople, … [Read more...]

Never Lower Your Standards

alt text image of a girl doing the high jump

[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...]