The Professional and the Amateur

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The professional never stops studying their craft. They never stop training, and they never stop trying to make the distinctions that allow them to improve their performance. The amateur stops learning as soon as they achieve some basic level of competence. They stop training , … [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...]

Social Media and a Long Trail

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Social media is a very, very long trail. Everything you write, every picture you post, every comment you make lives on the Internet forever. Even if you take down something you have written or posted, someone may have captured a screen shot and saved it for posterity. You don’t … [Read more...]

Sales Opportunities as Labyrinths

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A sales opportunity is a labyrinth. It’s a series of decisions that you have to make. Some of the decisions you make move you closer to your goal. Other decisions lead you to a dead end. Some of the labyrinths seem to look the same. It can feel as if you’ve uncovered the pattern … [Read more...]

How Do You Know If Sales Is Your Path?

How Do You Know If Sales Is Your Path?

I’ve met people that knew from a very young age that they wanted to be lawyers, doctors, writers, police officers, and fire fighters. My younger brother, Jason, knew he wanted to be a professional stand up comedian when he was in third grade (His teacher gave him an assignment to … [Read more...]

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