Leaders Focus On the Future

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Leadership is no easy task. To be successful you have to manage a large and complex set of competing priorities. It’s tough to make decisions under pressure. It’s difficult to sometimes know what needs to be done now. And it’s tough to do good work when so many people are … [Read more...]

Leadership Means Saying No

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It’s a leader’s job to say no. To be an effective leader, you have to say “no” to all of the opportunities that show up on your desk but aren’t aligned with your goals. Saying “yes” to all of the opportunities that might be interesting or might produce some result dilutes your … [Read more...]

The Hustler’s Playbook: Let No One Tell You What To Do

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If you want to be successful, let no one ever tell you what to do. If someone has to tell you what your goals are, then the only goals you have are someone else’s goal. If someone has to tell you what your major responsibilities are, then you aren’t doing enough to be as … [Read more...]

Questions for the End of Quarter

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End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

Why I Write What I Write

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I write about caring because I believe it lies at the heart of trust and relationships. In the end, you are going to measure your life by your relationships, including your relationships at work and with your clients. I write about value creation because I believe that we have a … [Read more...]

Episode 29 – On Unlimited Sales Success with Brian Tracy

When I had a chance to catch up with the legendary Brian Tracy, I was in England speaking to my friends at Travel Counsellors, and Brian just returned from a 13 country, 36-day world tour. Brian Tracy is a force of nature. He pulled himself up from nothing through sales, and … [Read more...]

What the After Picture Is Missing

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When you look at the “after” picture, you can't see the actual work it took to get there. You only see the statue after all that was unnecessary has been chipped away. When you see the after picture without the “before” picture, you assume it was always as it is now. But it … [Read more...]

Your Before and After Picture

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I am riffing on this idea that my friend Chris wrote about. He said that no one cares about your “before” picture unless you also have an “after” picture. Some time ago I wrote about a friend of mine who gave a speech in which she did just that and how she left all of us in … [Read more...]

Too Little, Too Inconsistently, for Too Long

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Too Little Activity: If your results this year are not what you wanted them to be, it is likely that you did too little activity to generate those results. The results that you wanted would have required that you take massive action (and still do). Dabbling here and there isn’t … [Read more...]

What You Need To Believe

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Believe that you can win. That you can still win. That you are playing the long game. Believe in your product, your service, and your solution. Believe it is the right choice for your clients and that it will benefit them. Believe that your clients will be made better. Believe … [Read more...]