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...]

Not Yet Enough

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The universe is abundance. The challenges we humans face are not rooted in any lack of resources; they are rooted in our lack of resourcefulness. It is fear that produces a scarcity mindset. It is this scarcity mindset that causes one to behave selfishly. Selfish behavior … [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 Goals Are Your Own

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Your strengths are different from your competitors. So are your weaknesses. Even though you sell exactly the same thing, many of your processes are different. You have different capabilities and different limitations. You produce different results, sometimes markedly … [Read more...]

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