Grateful, Pleased, and Still Dissatisfied

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Some people are ungrateful and displeased. They believe that in order to be grateful they would have to have something that they now don’t have, that they would have be someone they yet are not. Ungrateful people believe that they can only be happy when they finally acquire what … [Read more...]

On Social Value

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One of the primary challenges many companies face using social is a lack of understanding of social value. Because they misunderstand social value, these companies (and many individuals) fail to create enough value to be relevant and to create a connection. These organizations … [Read more...]

The Ultimate Form of Protest

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If you want to protest, this is how you do it. Reject the fear-mongering tactics of those who would infect you with their own fears. Reject all attempts of those who would capture your attention and make you afraid for their own financial gain. Reject the actions of those who … [Read more...]

Leaders Treat the Disease

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A leader looks past the symptoms to the root causes of the disease. A leader looks past the presenting problem to find the source of the problem. Treating the symptoms doesn’t cure the disease. Eliminating the presenting problem doesn’t address the source of the problem. Treating … [Read more...]

5 Steps to Better Sales Results

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Earlier this week a client asked me what I would do to produce better sales results right now. He wanted to easy answer. He wanted me to tell him how to go fast. If you’ve shared your Sunday morning with me for any time, you know that I believe that fast is slow and slow is fast. … [Read more...]

The Leadership Playbook: Leadership Lessons and Uber

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I love Uber. I never use anything else if they operate in a city I visit. If they aren’t operating in a city I visit, like Orlando, I am unhappy that I have to find other sources of transportation. I am a fan, and as of today, I still use the service. But it’s getting … [Read more...]

The Hustler’s Playbook: Hustlers Promote Themselves

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Hustlers promote themselves and their work. They’re self-promoters. Hustlers are self-promoters. They are completely and unequivocally sold on themselves. Hustlers aren’t self-promoters because they are arrogant or selfish. Hustlers are self-promoters because they believe deeply … [Read more...]

Your Baby Is Ugly

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Weak salespeople tell the client what they want to hear. Great salespeople tell the client what they need to hear. Want to Hear The weak salesperson tells the client what they believe he wants to hear. They believe that by telling the client what he wants to hear that the … [Read more...]

Your Willingness To Succeed

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Are you willing to do what is necessary to succeed? Are you willing to take the first step alone? Are you willing to begin your journey by yourself? Are you willing to start earlier and stay later? Are you willing to begin your day before anyone else? Are you willing to keep … [Read more...]

Known, Liked, and Trusted: A Revision

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For three decades my friend was a successful salesperson. He was gregarious, charismatic, and charming. His method was to develop a personal relationship with his clients that was very much a friendship. He would invest his time and his money in that friendship. If his clients … [Read more...]

How to Find Your Voice

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You are never going to find your voice until you start exercising it. If you want to find your voice, you need to start talking. You need to start sharing what you know, what you believe, and what your experience has taught you. Until you start talking, until you start hear what … [Read more...]

The Mental Game of Success

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The mental game of success starts with your belief systems. It starts with what you believe about the world, yourself, other people, past events, and all the other countless beliefs that make up your worldview. You can understand a lot about your belief systems when you look at … [Read more...]

The Leadership Playbook: Chart Your Own Course

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When Walter Isaacson released his biography of Steve Jobs, there were countless articles written about what you can learn about leadership from Steve Jobs. There isn’t a day that goes by that the Internet isn’t flooded with suggestions about how you can lead more like Richard … [Read more...]

The Hustler’s Playbook – Hustlers Sweat the Small Stuff

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Hustlers focus on big outcomes. That focus is what allows the hustler to produce bigger outcomes than non-hustlers. To produce those big outcomes, the hustler must ignore smaller, less important outcomes. If something isn’t critical to producing a big outcome, the hustler ignores … [Read more...]

Famous For What

Famous For What

We live in interesting times. Centuries after Gutenberg, we now have a toolkit that allows anyone with Internet connectivity to produce content for the masses. There are no barriers, and on balance, this is a very good thing. With a bit of effort and some hustle, you can get … [Read more...]

How to Maintain a Resourceful State In Difficult Conversations

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You cannot afford to be in anything less than your most resourceful state in difficult conversations with the people who work for you and with you. If you are in a foul mood, upset, or impatient, you can't produce a positive outcome. Your attitude subtracts from your ability to … [Read more...]

A Rather Incomplete List of My Beliefs on Sales

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Both businesses and salespeople have to make a choice as to whether to be transactional or whether to create some higher level of value. An individual salesperson has the power to create a higher level of value for their clients. But doing so requires that the salesperson knows … [Read more...]

Move the Pain Forward

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It's hard to break bad habits. It's hard to change especially when you cannot yet sense the danger of not changing. If you smoke a cigarette today you won't die. Well, at least you won't die today. And you won't die tomorrow either. If you eat bad and don't exercise for a week, … [Read more...]

The Only Thing Necessary

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Where do you draw the line? What do you stand for? What do you oppose with every fiber of your being? When will enough finally be enough? What has to happen for you to speak for those who can’t speak for themselves? Or for those who are afraid to speak for themselves? To whom … [Read more...]

The Leadership Playbook: Four Questions for Leaders About Results

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Where do you spend your time? How do you ensure you are investing your energy in the right places? Here are four questions and some thoughts about what leaders do to produce results. How much energy are you investing in your greatest opportunities? It’s easy to get caught … [Read more...]