You Don’t Have Enough Time

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You don’t have time to make all of the calls you need to make right now. But you do have the time to make one or two of them. You don’t have enough time to nurture every dream client on your target list right now. But you do have time to make a deposit in one of those … [Read more...]

How to Solve the Problem That Is Your Inbox

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Look at the emails in your inbox right now. I don’t have to see your inbox to know that you have a problem with email. We all have the same problem. Some large number of the emails that show up in your inbox each day are commitments that are being made for you without your … [Read more...]

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...]

Right Now

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Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business. Right now you could be prospecting. You could be on the telephone now … [Read more...]

How to Plan Your Sales Week

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You have three choices when it comes to starting your week. Begin With Your Existing Opportunities You can start the week in your existing pipeline, either working forward or backwards. If you decide to work backwards, you start at the opportunities that are closest to the … [Read more...]

Two Bites of Dessert

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I read somewhere once that the maximum amount of pleasure you can derive from eating dessert comes in the first two bites. Any bite beyond the second bite doesn’t increase the pleasure. In fact, it reduces it. The same is true for the distractions and novelties that engage your … [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 Three Major Outcomes

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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. We tend to overestimate how much work we can do in a short period of time. We … [Read more...]

Just Stop It

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Just stop it. Just stop believing that the new thing will solve the old problems. Prospecting has never been easy. Acquiring new opportunities is challenging even in the best of times. If by chance you happened to sell a product in hot demand and your clients beat a path to your … [Read more...]

You Are Stalled

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You Are Stalled You’re working a big deal through your pipeline. Things are going well–even better than expected. You have the ability to create tremendous value for this dream client. And they appreciate what you do and how you do it. If anything was ever a sure bet this would … [Read more...]