Right Now

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Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [Read more...]

How to Plan Your Sales Week

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You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]

Between the Ticks

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Each individual movement of the second hand on a clock is tiny. From a distance, it looks as if the hand moves continuously. Unless you are really close, the time between movements are so small as to be almost imperceptible. But each tick is immediately followed by the next. The … [Read more...]

Two Bites of Dessert

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I read somewhere once that the maximum amount of pleasure you can derive from eating dessert comes in the first two bites. Any bite beyond the second bite doesn’t increase the pleasure. In fact, it reduces it. The same is true for the distractions and novelties that engage your … [Read more...]

Are You Busy Or Are You Getting Things Done?

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There is a difference between being busy and getting things done, and it is important to recognize the difference. You can be very busy responding to your email, responding to voice mail, and helping other people with their urgent priorities. You can also be very busy cleaning … [Read more...]

Your Three Major Outcomes

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. We tend to overestimate how much work we can do in a short period of time. We … [Read more...]

Other People’s Priorities

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Your inbox is the place where other people’s priorities live. If an email is simply something that you’re supposed to read, if it’s “for your information,” then it’s someone’s priority that you read their email so they can be confident you’re aware of something. This OPP is … [Read more...]

10 Questions To Start Your Week

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Here are ten questions to start your sales week with a rock solid plan. What live opportunities in your pipeline can you move forward this week? What actions will you need to take to move those opportunities forward? What commitments will you dream client need to make and … [Read more...]

How to Be More Productive

I was recently asked about how I stay so productive. Here are my thoughts on goals, tasks that move you closer to your goals, avoiding distractions, and psychic ram. Productivity is really about "me management." … [Read more...]

Introducing the Sales Leadership Talk Show

The Sales Leadership Talk Show

I've been working on a little project with my friend, Gerhard Gschwandtner. We're calling it The Sales Leadership Talk Show. Check out the latest episode here, where we discuss: Jeff Gitomer's idea that 24/7 is the new 9/5 and his thoughts on working harder - (00:30) Tony … [Read more...]

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