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...]

Value Creation Is the Main Thing

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Covey said, "The main thing is to keep the main thing the main thing." It was clever, funny, and true. intentions and outcomes matter most. The main thing when you are engaged with a client, dream client, or prospect is to create value during every interaction. The more value … [Read more...]

How to Massively Improve Your Ability to Close

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I often hear sales leaders complain that their salespeople “can’t close.” But this is a presenting problem, not the root cause. Closing business is relatively easy and straightforward. You simply say something like, “I believe that we’ve done enough together to move forward. Can … [Read more...]

How You Fail In Sales

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Selling is difficult. It's easy to fail. Here are some the way you can fail. Failure to be known: You aren’t going to succeed in sales if you aren’t known. Unless people know you and what you do, you're not going to create the opportunities you need to succeed. Failure to … [Read more...]