Value Is Something More Than Financial

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Maybe you believe value is all about money. Maybe you believe that it’s all about financial metrics. But value is more complicated than that. It's more than money. Trust: Nowhere does trust show up on a spreadsheet, but I promise you that it is the foundation of the first … [Read more...]

Your Dream Client Is a Generalist

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Your dream client may be an educated buyer. They may have purchased what you sell for decades, and they may have some real ideas about what they need. The fact that your dream client contact is a sophisticated and savvy buyer means you have to raise your game. Your dream client … [Read more...]

How to Reconcile Your Divided Mind

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Have you ever been so focused on an outcome that you weren’t able to pay attention to the person sitting right in front of you? You can’t focus on two things at the same time. That is to be unfocused or distracted. If you want to stop your divided mind from focusing on what you … [Read more...]

How To Create Compelling Content

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At Dreamforce, a member of the audience asked:“How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?” It’s an excellent question. How do you create compelling content? What do you do to bring attention … [Read more...]

Your Greatest Investment Is the One You Make In Yourself

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There is no greater investment that you can make than the investment you make in yourself. There is no greater return on investment on Earth that is greater than the ROI on books. I don’t care what the price of gold, oil, water, real estate, or pork bellies is right now, the … [Read more...]

Don’t Quit Your Day Job

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You don’t have to quit your day job to begin working on going solo, a second income, or a second career. You might believe that you don’t have time to do these things, but it’s more likely that you don’t have time not to. It is 100% certain you will have to want what you want bad … [Read more...]

The Hustler’s Playbook: On Slackers

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I’ve been trying to come up with a word that describes the non-hustler. But I’ve chosen the term “non-hustlers” because I believe that so many of them have been infected with a too-small vision and a poor personal psychology. They have been infected with all of the negativity … [Read more...]

Difficult Conversations Are Growth Opportunities

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No one wants to have difficult conversations. It is hard to deal with situations when emotions are high and people are upset. But these conversations are crucial to your success, and difficult conversations offer you an opportunity to grow personally and professionally. From … [Read more...]

The Leadership Playbook: Leadership Takes Courage

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Leadership takes courage. The Courage To Say No: A leader needs to the courage to say no. You will have a lot of people from different quarters who want to do things that they believe in. They are good people with good intentions. But some of what they want won’t be the right … [Read more...]

Why Focus On the Top of the Funnel

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There is no middle of the funnel or bottom of the funnel without the top of the sales funnel. Most of the challenges that sales organizations have in making their number stem from the fact that they are weak at the top of the funnel. It’s not that they aren’t good salespeople, … [Read more...]

Never Lower Your Standards

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[Note: This isn't for you. It's for someone else. Unless you or someone you know needs it. Then it's for you.] The people who love you the most expect the most of you. They want to see you become the biggest, brightest, best version of yourself. They will sometimes hold you to … [Read more...]

If You Already Know Everything

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If you already know everything, you should already be producing the results that you want. You already know what beliefs are necessary to support you, and you profess to hold those beliefs as your own. You already know what actions you need to take. You know what must be done, … [Read more...]

It Isn’t Supposed to Be Easy

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If reaching your goals were easy, you wouldn’t appreciate the struggle. If it were easy to reach your goals, there would be no reason to chase them. They wouldn’t be goals; they’d just be something that you do. If it were easy to accomplish something worthwhile, then everyone … [Read more...]

The Hustler’s Playbook: Hustlers Persevere

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Hustlers persevere. The hustler is determined to achieve their goals. It doesn’t matter how difficult the goal is to obtain. It doesn’t matter how many obstacles they need to overcome to reach their goals. The hustler keeps at it, chipping away, relentlessly taking action until … [Read more...]

7 Ideas About Creating Content

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All content isn’t created equal. The best content is helpful. The worst content is not helpful. You want to produce content that benefits people in some way, whether it is by entertaining them, educating them, persuading them, or inspiring them. The very best content serves the … [Read more...]

How Long Does It Take To Win?

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It takes time to nurture and develop your prospects. It isn’t easy to be known for the value you create or to prove you have ideas. The longer it takes you to prove you have the ideas and the ability to help, the longer it takes to create and win an opportunity. It takes time to … [Read more...]

What I Talked About at Dreamforce 2014

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If you missed my speech at Dreamforce, here is what I said: I told the audience at Dreamforce that they have to create a higher level of value if they want their dream clients to find them compelling. I told them creating a higher level of value is a differentiator. I showed … [Read more...]

Change This One Thing Now

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If you missed this week’s newsletter, you missed two questions that have caused a lot of people to email me with their thoughts. The two questions were: What is it that you perceive to be missing? (Meaning, what do you need to produce the result that you want). If someone … [Read more...]

The Sound of Your Phone Not Ringing

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That silence you hear is the sound of your phone not ringing. Maybe you don’t want to pick up the phone and make your calls. Maybe you think you should have enough inbound to keep you busy. Maybe you believe social selling is going to generate more than enough leads. Maybe you … [Read more...]

Mind Share or The Spreadsheet

Mindshare or the Spreadsheet

You have a choice of where and how you compete. You can choose to compete on the battlefield that is “mind share.” Or you can compete on the battlefield that is “spreadsheet.” It feels like “mind share” is more difficult. You have to get into the process much earlier, long … [Read more...]