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...]

The Hustler’s Playbook: Hustlers Spend Time With Hustlers

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Hustlers don’t spend time with people with low personal standards. They don’t spend time with cynics, critics, has-beens, never-will-be’s, or slackers. They don’t spend time with people who have allowed their minds to be infected with negative and self-limiting beliefs. Hustlers … [Read more...]

The Danger in Occupying the Middle

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There are only two real business strategies, and businesses in the middle are being sucked into the gravitational pull of one of these strategies. The first strategy is lowest price, or transactional. To operate this strategy you have to drive costs out of the business. These … [Read more...]

If You Were In Your Buyer’s Shoes

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If you were in your buyer’s position right now, what would you do? Would you buy what you are trying to sell them? Do you believe that what you are selling is absolutely, unequivocally going to help your buyer produce the results that they need right now? If you were your buyer, … [Read more...]

Why Selling Is More Difficult Now

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This ain't your daddy's sale game. And it wasn't easy for him. It’s more difficult to command time. It’s more difficult than ever to gain an appointment with your dream client. They’re busier than they’ve ever been. They are being called on by more of your competitors, and they … [Read more...]

Upgrading Your Operating System

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I am presently using Apple OS 10.9.3. That’s the operating system that runs my Apple computers. The big number, 10, indicates the major revision Apple made to its operating system many years ago (in fact, it was the introduction of a whole new operating system). The second … [Read more...]

Stop Putting Process Over People

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I had an interaction with a large, very well known company this week. During this interaction, it was very clear that the person I was working with had no idea what they were doing, even before I asked for something that was a little challenging for her to deliver. She put me on … [Read more...]

The Three Questions a Leader Must Answer

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Leadership is a complex art. The list of skills and attributes an effective leader must possess is innumerable. There are some things a leader must do, including answering these three questions. Where Are We Going A leader has to provide a vision. Part of that vision has to … [Read more...]