Value Creation Is the Main Thing

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Covey said, "The main thing is to keep the main thing the main thing." It was clever, funny, and true. intentions and outcomes matter most. The main thing when you are engaged with a client, dream client, or prospect is to create value during every interaction. The more value … [Read more...]

When Was the Last Time You . . .

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When was the last time you met with a brand new prospect face-to-face? Was it more than 7 days ago? When was the last time you called one of your dream clients to schedule a face-to-face meeting? Was that call made more than 48 hours ago? When was the last time you nurtured one … [Read more...]

Is Just the Same As

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Knowing what you need to do and not doing it is the same as not knowing. Having a dream and not taking action on that dream is the same as not having a dream. Having a goal and not doing the work that moves you towards that goal is the same as not having a goal. Knowing … [Read more...]

The Work You Must Do Yourself

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There are some things that you simply have to do for yourself. No one can do these things for you, nor should you ever allow anyone to do so. Discover why you are here. Mark Twain said the two most important days in your life are the day you were born and the day you figure … [Read more...]

On Champs and Chumps

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Champs pick up the telephone, call their dream clients, and book their calls. Chumps send an email, avoid the call, and hope their dream client emails or calls them for an appointment. Champs ask their clients for the commitments that will help their dream client get the … [Read more...]

Leadership Means Saying No

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It’s a leader’s job to say no. To be an effective leader, you have to say “no” to all of the opportunities that show up on your desk but aren’t aligned with your goals. Saying “yes” to all of the opportunities that might be interesting or might produce some result dilutes your … [Read more...]

The Hustler’s Playbook: Ignore the Critics

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Hustlers inevitably draw attention to themselves. Because they work hard, make waves, and make things happen, people take notice. Some small portion of those who take notice will be critical of the hustler (not only will the number of critics be small, their stature is equally … [Read more...]

How to Spend Time Thinking

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There is one activity that will have a tremendously beneficial impact on your results: thinking. You mind is always working, but it isn’t always doing the productive work of thinking. Much of the time it is running loops, asking the same questions over and over again, and driving … [Read more...]

Churn Is the Enemy

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In order for your company to grow the top line you have to win new accounts, sell more to your existing accounts, or raise your prices (a combination of the three is a really powerful recipe for growth). You also have to outrun your churn. You have to increase revenue faster … [Read more...]

What It Is Important To Believe About Yourself

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Your beliefs are critical to your success, in sales and in any other endeavor. They determine the actions you take—or fail to take. They also determine the outcome of those actions. Your Identity Some salespeople struggle to prospect because they believe that they are “just … [Read more...]

The Triumphant Return of Activity Management

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Outcomes are better than activity. If you can only measure one, make it outcomes. A lot of activity produces nothing in the way of results. But look for activity management to make a comeback, and know that the people who need to have their activity measured and managed are … [Read more...]

What You Should Learn About Success From the Honey Badger

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We take lessons about success where we find them. Someone posted a short video about a honey badger on Facebook this morning (It’s not the honey badger video you’ve seen. It’s better than that one.) In this video, a zookeeper is trying to keep the honey badger locked up and out … [Read more...]

When Selling Becomes Urgent

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Selling is very much the same as diet and exercise. If you haven't eaten right or exercised for a long time believing that your health was fine, you usually decide to change because you are staring down the barrel of a loaded gun. We tend to find religion when times get really … [Read more...]

The Hustler’s Playbook: Hustlers Do Not Play the Victim

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Hustlers don’t believe that the world is operating on them. They believe that they are operating on the world. Hustlers don’t believe that they are victims of the circumstances of their birth, no matter how humble, or how painful. They don’t believe they are victims of their … [Read more...]

5 Reasons Your Deal Isn’t Closing

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Deal stuck? Here's why. It’s Still a Lead You don’t close a lead. You only close opportunities. The reason that you can’t (and won’t) close some of the deal in your pipeline is because they are still only leads. In order to convert a lead to an opportunity, your prospective … [Read more...]

New Leaders Too Fast and Too Slow

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Some new leaders come in like a hurricane. They’re a storm that is strong enough to blow down anything and everything in their way. A new leader knows he’s been hired to make change, and he wants to get busy. But in moving to make those changes fast, he destroys the … [Read more...]

When Negativity Beats Optimism (And How to Stop It)

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There is nothing more powerful or more useful than a healthy, optimistic set of beliefs. Optimism is an empowering mix of hope, belief, and confidence. It simply doesn’t pay to be pessimistic, and it doesn’t pay to be a realist if being a realist means not operating with a sense … [Read more...]

Why Productivity Hacks Don’t Work

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Imagine that you have a task to complete. You need to roll a 100-pound boulder up a steep hill. It’s really difficult, but somehow you manage to do it. Now, you have to roll the boulder up the same hill again. You’re going to be smarter this time. You look around and find a path … [Read more...]

Better Than Yesterday

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We (still) live in a culture that insists that all results should be fast and obtained without any real effort. But insisting on fast results doesn’t actually produce fast results. Most of the time, the reason one needs fast results is that they haven’t been doing what was … [Read more...]

Leaders Raise the Standard

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A leader raises standards. The leader raises the bar for everyone. She sees what is possible for an organization and for the individuals that make it up--even when they do not. She believes that her vision can be made real even when no one else yet believes. By raising the … [Read more...]