The Hustler’s Playbook: No One Owes You Anything

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I once heard a non-hustler say, “I can’t live on the money that my company pays me.” This non-hustler believes that his company owes him enough money to meet the standard of living he wants for himself. I heard another non-hustler say, “No one paid for my college, so I didn’t … [Read more...]

The High Price of Transacting

This is a painfully awful blog post to write. But it is, in fact, the most horrific example of the high cost of transactional behavior I have ever seen. On July 17th, Malaysian Airline flight MH17 was flying over war torn Ukraine. The plane was 300 meters over the restricted … [Read more...]

How to Lose a Deal

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Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length process, give them what they want. … [Read more...]

The Real Story Goes Unreported

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Your attitude is important. You have to protect yourself from negativity, lest you become infected. If you turned on the news today, you heard divisive political stories, frightening news about the spread of a dangerous virus, the horrors of war, an earthquake, and problems on … [Read more...]

On Seemingly Adversarial Questions

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The contact sitting across from you appears to be adversarial. She’s asking the toughest of tough questions. She’s incredulous when you respond, even though you are giving her the pure, unadulterated truth. When you explain your answers further, clarifying your responses, she … [Read more...]

Translating Price Objections

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Sometimes what you hear isn’t what is said. Fortunately, I am fluent in “client,” and I can translate. You thought you heard a price objection. Your price is higher than your competitors. Translation: I don’t perceive the value and you haven’t differentiated that value. If … [Read more...]

The Leadership Playbook: Relentless Accountability

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I watched an interview with Jamie Dimon, famed CEO of Chase. The interviewer had heard about a list Dimon carried with him in his pocket. It was handwritten, and he carries it with him at all times. The list is pages long, and it is a record of everything that any of his direct … [Read more...]

The Hustler’s Playbook: Hustlers Put Themselves First

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Hustlers take care of themselves before they take care of other people. This sounds selfish, doesn’t it? It’s not selfish; it is necessary. Keep reading. Hustler’s put their personal health first. They make time to exercise each morning, knowing that the body that carries around … [Read more...]

The Invaluable Nature of Mistakes

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I was a better salesperson before I was given my first job in sales. I just tried to get people to meet with me, some did, and some gave me good opportunities. Then my manager made me a full time, outside salesperson. The company armed me with a big binder full of our history, … [Read more...]

The Truth About Social Selling

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The truth about social selling is that there is no such thing. Social selling is really marketing. You don’t use social media to qualify your dream clients. The work you do using the social toolkit is about identifying your dream clients. It’s about listening to your dream … [Read more...]

Helping Those Who Won’t Help Themselves

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You can’t want something for someone who doesn’t want it for themselves. It doesn’t matter that you can see what they could become, that you see talent being wasted, or that a potential financial gain is being lost. Until they want it for themselves, nothing you do will make a … [Read more...]

What Are You Known For?

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My friend Chris Brogan is known for helping entrepreneurial, owner-types find ways to build sustainable business models. He’s also known for integrating health and business. Dave Brock is known for helping sales organizations improve their processes, including their sales … [Read more...]

Stop Saying “Losers”

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I read a magazine article this week in which the author described underperforming salespeople as “losers.” There was a time when I might have used similar language. I’ve heard some well known voices in the sales community use similar language. But underperforming salespeople are … [Read more...]

Leaders Focus On the Future

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Leadership is no easy task. To be successful you have to manage a large and complex set of competing priorities. It’s tough to make decisions under pressure. It’s difficult to sometimes know what needs to be done now. And it’s tough to do good work when so many people are … [Read more...]

The Hustler’s Playbook: Hustlers Don’t Hold Back

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I remember the decision I made to change my life and hold myself to a higher standard than anyone expected of me. It happened in an instant, and the backlash was almost as fast. Some friends, and a few family members, were immediately critical, attacking me for the changes I had … [Read more...]

Have It Your Way

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This morning I drove my teenage son through Burger King (I know, I know. I am waiting for Children’s Service to arrive any minute now). It was 10:05 AM, and my son wanted lunch. The fancy electronic menu showed only breakfast choices, so I asked: “Are you serving lunch?” The kid … [Read more...]

You Have One Set of Values

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I received an email from a subscriber to my weekly newsletter. She was unhappy with something I’d written about my childhood, and she asked me to please limit my email newsletter to business-related topics. [You can read the post 7 Things I Was Never Allowed to Do for yourself. … [Read more...]

The ROI of Softer Stuff

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Revenue improvement. Profit increases. Cost reductions. Efficiencies. These are all tangible, measurable improvements that your product, service, or solution can produce. They make it possible for you to generate and share an ROI with your client. As important as it is to … [Read more...]

Your Personal Sales Style

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There is no sales “style” that is winging it. It isn’t a “style” to go into a sales meeting unprepared or unable to create value for your client or dream client. That “style’ is called lazy, and it has never been effective nor has it ever been fashionable. You aren’t making a … [Read more...]

Leaders Don’t Hire Weak People

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There are a lot of things that a leader can get wrong, but not many can cause as much damage as hiring poorly. New leaders, young and old, sometimes make the mistake of hiring people who they believe to be weaker than themselves. Some leaders are afraid that by hiring someone … [Read more...]