On the Perils of Avoiding Accountability

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Excuses Are Disempowering The main reason we make excuses for poor performance is to absolve ourselves of responsibility. Making excuses doesn’t absolve you of your responsibility. It only demonstrates that you are struggling to own the outcome. But excuses do even more harm. … [Read more...]

What To Do When You Are Interrupted

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When you are speaking and someone interrupts you, stop speaking. Don’t be insulted. Don’t be angry that you didn’t get to finish your thought. And don’t talk over them. Stop speaking and let the person you are speaking with have the floor. If someone interrupts you, it could be … [Read more...]

Questions for the End of Quarter

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End of quarter. I know. Is Your Problem Above the Funnel Do you have enough hunters? Are you giving them enough time to hunt? Or are your hunters really farmers? Do they do more order taking than they do opportunity creating? Do you have a hunter’s culture? Do you emphasize, … [Read more...]

Your Sales Process or Methodology Is Broken

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Every week I get email from readers asking me what I believe to be “the right sales process or methodology.” I have written and developed my own sales processes and methodologies, and I have helped to develop both for some of my clients. Here is what I know to be true: Nothing … [Read more...]

The Hustler’s Playbook – Everything You Need Is Already Inside You

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There is this great story about Michelangelo and the statue David. He said that when he saw the slab of marble, he saw David. He said simply chipped away all the parts that weren’t David to reveal what always inside. There really isn’t a better metaphor. Everything you need to … [Read more...]

You Need Insight Plus Rapport and Relationship Skills

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Is it insight? Is it relationships? What is that salespeople really need to succeed? [I am using rapport to mean relationship skills here] Low Insight, Low Rapport (Time Waster): Having low insight and low rapport and relationships skills makes you a time waster. Most people in … [Read more...]

Hold On There Challenger

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You’ve got the business acumen and situational knowledge to know how to make a difference for your clients. In today’s vernacular, you have insights. Maybe you want to be what Matt and Brent call a Challenger (and no doubt, your executive vice president of sales is desperate for … [Read more...]

A Breakthrough Comes In Small Steps

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You can’t create breakthrough results in a short period of time. But you can take the first step of many right now. You can step onto the path and make a little progress. You can’t achieve major goals as quickly as you would like. But you can take the small, individual actions … [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...]

Training and Coaching Is (Not) Expensive

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It costs money to provide your people with professional training. The better the training, the more money it costs, as you would expect. The bigger and the more important the outcomes, the more you are likely to spend. Coaching costs money, too. Really good coaching costs much … [Read more...]

Getting the Camel’s Nose Under the Tent

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A long, long time ago, I attended my first real sales training. The company I worked for brought 50 salespeople together for training. At one point in the day, the focus shifted to asking for an order--a single order. But I didn’t have it in me to ask for a single order. I wanted … [Read more...]

The Hustler’s Playbook: How to Deal with Your Inner Critic

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Too many people suffer from a too-small vision of themselves. They don’t believe they are good enough, pretty enough, smart enough, rich enough, or valuable enough. They don’t recognize their own worth. They don’t (yet) recognize that they are unique, that they are special, and … [Read more...]

13 Questions To Review Your Progress This Week

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Did you make progress on your two or three most important outcomes or goals? Did you move things forward? Did you make deposits in your relationships with your dream clients, those prospective clients you are going to relentlessly pursue because you can create so much value for … [Read more...]

The Case for Presenting Last

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It can be tough to be the last to present. Your dream client may believe they have seen and heard it all before you show up. They are likely burnt out from the process of selecting a new partner. And unless you have something new to say, it can be really tough to get traction. … [Read more...]

Four Diseases That Weaken Leaders

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Here are four diseases that weaken leaders and damage their ability to produce results through others. Inability to Control Your Own State: If you want to prove that you have no real power, lose your temper and fly off the handle. An inability to control your own state is a sign … [Read more...]

You Don’t Need Another New Idea

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You don’t need to rush out and read every new book with every hot, new idea. Bouncing from one idea to the next, never fully integrating what you’ve already read isn’t going to help you produce better results. You don’t need to attend another seminar searching for one new … [Read more...]

What You Must Build Early

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You want to build relationships before you need them. When you get that first real opportunity, you want to already be known. You want to have solid relationships. You want to build value before you need to. You want to be known as a value creator and not a time waster. You want … [Read more...]

How Not to Need a Time Machine

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Imagine you had a time machine. You know, the kind that you see in movies, where you dial in a date and break the space-time continuum. Imagine you could go back in time and change anything. Something went wrong? No problem. You go back and reverse it. You wish you’d have acted, … [Read more...]

Own Your Social Platform

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I bought the domain name iannarino.com in 1996. I only used it for email. In 2007, when I bought www.thesalesblog.com, I let www.iannarino.com expire, believing that my last name was so unusual, and so difficult to spell, that it was essentially worthless. I had no idea what to … [Read more...]

How To Keep People From Waiting Out Your Transformation

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You are leading a transformation. What you are doing is critical to the future of your organization. It’s strategic. You can’t afford to fail. You built the burning platform and you made the case for change. You sold that change with a massive meeting, and you threw down the … [Read more...]