The Leadership Playbook: Leaders Teach Values

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My friend, Howard Bloom, tells a story about Japanese macaques (monkeys). He says that “an innovative leader can spread new practices through the group in hours. But a conservative monkey leader, a dictatorial defender of the traditions he’s inherited or created, can force the … [Read more...]

What It Is Important To Believe About Yourself

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Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just … [Read more...]

You Are Manifesting Your Negative Beliefs

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What you believe has a way of manifesting itself in your life. If you believe that cold calling sucks, that it’s miserable work, that it no longer works, and that it is a waste of your time, that belief will become your reality. It doesn’t matter that it isn’t true, and it … [Read more...]

What I Have Come to Believe About Leadership

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Over time, you learn from watching leaders and from leading your own teams. You see things differently at different times, and if you pay attention, you make new distinctions. You see new patterns. Here are four beliefs about leadership that I have developed over the years. I … [Read more...]

The Heart of Your Results

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Why aren’t you getting the results you want? What has to change for you to improve the outcomes you're getting? Your Beliefs: There isn’t any factor that has a greater impact on your results than your beliefs. Your beliefs are your values. What you believe drives your actions, … [Read more...]

Some Random Thoughts

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Before you make a major withdraw from a relationship, make sure you have made more than enough deposits to cover it. Then, once you’ve made that withdraw, immediately start making deposits to rebuild your balance. Re-read your Stephen Covey every two years whether you think you … [Read more...]

A Diseased Mindset

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Value Creators have a code. They have a certain mindset. It looks different to people who haven’t yet come to understand what the Value Creator knows. A lot of people have a mindset that is still diseased, poisoned by unhealthy beliefs and bad ideas. I Need a Motivator “My … [Read more...]

If What You Were Doing Was Working

If What You Were Doing Was Working

If what you were doing was working, you’d already be getting the results that you want (or need). If what you were doing was working, you wouldn’t have to change anything. The problem most folks have is they want better results without having to make any changes—especially … [Read more...]