Your Desperation Isn’t Motivating

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I once heard Anthony Robbins say that people change for one of two reasons: inspiration or desperation. He said it is normally desperation that gets people to the point of change. But desperation causes change when you reach that point on your own; it isn’t a tool for … [Read more...]

On Bad Intentions in Sales

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Your language and body language project your intentions, whether or not you are conscious of this fact or whether or not you want your intentions known. My friend Charlie Green’s trust equation suggests that the more self-oriented you are, the less you are trusted. What makes … [Read more...]

Why Can’t You Fail?

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One of the best salespeople I ever managed wasn't at all what you'd expect. She wasn't particularly attractive. She wasn’t gregarious, didn’t have any real sense of charm, and didn’t possess any natural charisma. No one naturally gravitated towards her--even though she was very … [Read more...]

Build Your Own Burning Platform

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It isn’t easy to change. Our brain tends to shut down the desire to improve ourselves and our situation as soon as we are comfortable. As long as we don’t experience too much pain, we don’t change. Even if we know we are capable of more, if we could gain pleasure, we still don’t … [Read more...]

Wanting Money Isn’t Money Motivated

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“Wanting money” isn’t the same as being “money-motivated.” Everyone wants more money. The difference between simply “wanting money” and being “motivated” by money is the willingness to take the actions necessary to get it. Wanting Money People that only want money aren’t … [Read more...]

You Are Not Paying For Performance

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This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. I've been compensated to contribute to this program, but the opinions expressed in … [Read more...]

Recognition and Gratitude (A Note to the Sales Leader)

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We tend to believe that the greatest levers we have to pull when it comes to improving salesforce performance are things like compensation structures and bonuses. And compensation is surely a critical component when it comes to building a high-performing sales organization. But … [Read more...]

Motivation is a Bigger Why

Motivation is a Bigger Why

Do you want to know the real secret to staying motivated long term? Do you want to know how to develop the burning passion and single-mindedness that propels you towards reaching your goals? Want to know how to stay focused and accomplish more than ever? The key to real, … [Read more...]

How to Beat Your Worst Enemies

How to Beat Your Worst Enemies

Your worst enemies are right now conspiring against you. It’s true. They’re out to get you. Worse still, there are more of them than there are of you. You’re outnumbered and outgunned. You can defeat you worst enemies. But it won’t be easy. Fear The leader of the all of the … [Read more...]

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