Ruthlessly Prioritize

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You can’t manage your time. Time is something over which you have zero control. You can’t find more time because there isn’t any more. You have all you are going to have, do with it what you may. Even though you can’t find or make more time, you can exercise control over … [Read more...]

If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

Don’t Believe It

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Don’t believe in easy answers. The simple things are often the most difficult. Searching for the easy answer wastes your time and does nothing to move you closer to the outcome you need. Other people may believe there are easy answers, but don’t believe it. Don’t believe in … [Read more...]

How to Be Better At Creating Rapport

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Anonymous says, “I am not good at gaining rapport. I need to be better with people.” I don’t have all of the answers, but I have some ideas our friend anonymous might work with for a while. Smile: Want to know the quickest way to open people up and create rapport? Smile. It’s … [Read more...]

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...]

All Problems Are People Problems

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All problems are really people problems. To make the case that all problems are people problems, let’s tackle the biggest people problem first. Let’s say a company’s overall strategy is broken. Well, that doesn’t sound like a people problem at all, does it? But it is a people … [Read more...]