The Clock Pointed At Your Head

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If you live to be 90 years old, you will have lived 32,850 days. That’s 4,680 weeks. That sounds like a lot of days. Even when you look at a lifetime in weeks it seems like a lot of time. But it isn’t very much time at all. It only feels like a lot of time when you are very … [Read more...]

How to Uncover Dissatisfaction Without Alienating Your Dream Client

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When you first sit down with a contact from your dream client’s company, they may not be willing to share with you the areas where they feel an improvement might be made--or where one might be necessary. They don’t yet know you, and you haven’t yet established a relationship or … [Read more...]

What To Write About When You Have Nothing To Write About

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You always have something you can write. Your creativity is a bottomless well, even though you may not be used to lowering the bucket into that well and pulling out the ideas that live there. If you are blogging for business, you can write all kinds of useful content for your … [Read more...]

Do You Know How You Won?

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How did you win your last deal? Why did you win that deal? Was it because you had the lowest price? If that is your company's strategy that is a good and proper reason. But it isn't likely that this is how you won (even if you believe that price is what causes you to lose). Was … [Read more...]

Your Unique Sales DNA

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Your company has its own DNA. It isn’t exactly like any other company, even if you are in the same line of business, and even if you sell the same thing. This means that what is right for one company may in fact be wrong for you (even if you like the idea, and if you really want … [Read more...]

The Leadership Playbook: Leaders Deal With Constraints

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There is a reason most organizations don’t produce the results they are capable of producing. This same reason is why companies get stuck, stall, and sometimes even die. And it is the leader’s job to deal with this natural cause in order to move her organization forward, to fuel … [Read more...]

The Hustler’s Playbook: Hustlers Are Self Starters

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I once had a conversation with a leader. I mentioned to him how much I admired the accomplishments of one of his people, and he said, “Not a self-starter.” He didn’t say anything else. What had once been his top performer had become one of his worst performers. This once top … [Read more...]

The 3 Levels of Sales Skills

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There is no way to succeed in sales without passing through three stages. First, you have to learn the fundamentals of selling. You have to learn to close, or gain commitments. Doing doing so also requires that you learn how to overcome objections and resolve concerns. You also … [Read more...]

Why Sales and Success Are Intertwined

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You can’t talk about sales without also talking about success. The two ideas are so intertwined that they cannot be separated. The reason? Sales quickly exposes any weaknesses and rewards the attributes, beliefs, and behaviors that lead to success. You won’t succeed in sales … [Read more...]

When Success Happens

pic.twitter.com/CywTMVgGj9— S. Anthony Iannarino (@iannarino) September 4, 2014 … [Read more...]

No One Wants to Be a Poor Performer

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A friend of mine is angry at the people he leads. They performed very poorly. In fact, they failed miserably. When he reviewed their performance with them, they were defensive. Some were even argumentative. This made my friend even more angry. No one wants to be a poor performer … [Read more...]

But Is It Working?

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You like doing what you are doing now. You know there are other things that you could be doing, but you don’t want to do them. So you keep doing what you’ve always done. You know that there are other choices available to you, but all of them make you uncomfortable. So you keep … [Read more...]

3 Things I Learned from Coach Alvarez

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Saturday night I had the opportunity watch the Wisconsin - LSU game from Athletic Director (and former head coach) Barry Alvarez’s box. I had to chance to ask Coach Alvarez about football, about leadership, and about success. 1. You Have to Make the Call I told Coach Alvarez … [Read more...]

The Leadership Playbook: The Lifeboat Exercise

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You are in a lifeboat. You are sinking fast. You are surrounded by your ten biggest initiatives. They’re all important to your success, and they’re all heavy. To right the ship and save yourself, seven of your initiatives are going to have to be thrown overboard. But first, know … [Read more...]

The Hustler’s Playbook: Hustlers Focus on Opportunities

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Hustlers focus on opportunities. Non-hustlers focus on problems. Hustlers make things happen by focusing on the opportunities and activities that produce bigger, bolder, and better results. They continually seek new ideas and new ways to create value. And hustlers always believe … [Read more...]

8 Things You Owe Your Sales Force

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A checklist of things you need to provide your sales force. A Great Sales Manager who Leads: Every salesperson is owed a great sales manager to lead them. You should expect any salesperson who isn't provided with a leader to fail, and it will not every be their own fault. … [Read more...]

You Can Change Directions Now

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You can’t change your results overnight. If you’ve gone in one direction for a long time, you’ve covered a lot of ground. You’ve developed a certain set of beliefs and behaviors over that time, and you’ve generated some results, even if they’re now not the results that you really … [Read more...]

Counting What Counts

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You never produce results without activity. But you also never produce results without those activities generating a positive outcome. You can count the number of phone calls you make, but that’s only an indication of one part of your effort, your willingness to dial the … [Read more...]

How to Make Selling Harder Than It Has To Be

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You are making selling harder than it has to be. When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are extending the time it will take you to … [Read more...]

You Get What You Focus On

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You get what you focus on. If you focus on distractions, you will be distracted. If you focus on the next novelty, the next interesting thing that might capture your attention, your results will reflect the fact that you were distracted. If you focus on excuses, you will find … [Read more...]