The Hustler’s Playbook: Hustlers Promote Themselves

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Hustlers promote themselves and their work. They’re self-promoters. Hustlers are self-promoters. They are completely and unequivocally sold on themselves. Hustlers aren’t self-promoters because they are arrogant or selfish. Hustlers are self-promoters because they believe deeply … [Read more...]

Known, Liked, and Trusted: A Revision

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For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients … [Read more...]

Race to the Top

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Excellence isn’t found at the bottom. There is nothing in the lowest price category that it the highest quality, best experience, or most meaningful. Nothing. Excellence can’t be found by cutting your prices, cutting your spending, or creating less value. In any category, … [Read more...]

Why You Aren’t Buried With Work

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There is a reason you aren’t buried with work that others are. The first rule to getting out of a hole is to stop digging. Some people I know have more work than they can handle. They really want to stop digging, but they can’t. They say “yes” to everything, and they are … [Read more...]

The Hustler’s Playbook: Luck Loves a Hustler

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The hustler never sits around waiting for their lucky break. The hustler goes out and engages with the world, and in doing so, creates new opportunities. To the non-hustler, it looks like the hustler got lucky. But the hustler knows that luck won’t sit on your couch and watch … [Read more...]

The Hustler’s Playbook: Hustlers Value Themselves

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There is a psychological phenomenon called impostor syndrome. When someone manifests impostor syndrome, they feel that aren’t worthy of the position in which they find themselves. They run from success because they fear being found out. What if they’re not really that good? What … [Read more...]

After Inbound

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After inbound produces the lead, then what? Let’s assume inbound drives enough leads to you that you should be able to generate the revenue, then what? Do you know how to qualify those leads, ensuring that you are spending your time with the prospects for whom you can … [Read more...]

Do You Know How You Won?

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How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price is what causes you to lose). Was … [Read more...]

The Hustler’s Playbook: Hustlers Focus on Opportunities

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Hustlers focus on opportunities. Non-hustlers focus on problems. Hustlers make things happen by focusing on the opportunities and activities that produce bigger, bolder, and better results. They continually seek new ideas and new ways to create value. And hustlers always believe … [Read more...]

If You Feel This Way About Your Clients You Won’t Have Them

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I’m troubled when anyone really complains about their customers. I am mortified when that person occupies a leadership role. A fish rots from the head, and rot it will. When a prospect presents you with a challenging business problem or a need that is difficult to serve, you see … [Read more...]