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...]

7 Things I Was Never Allowed To Do

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A few months ago I started dedicating my Saturday blog post to the Hustler’s Playbook, my ideas about the beliefs, attributes, and actions that lead to success. A lot of it is mindset. Recently a friend told me he looks forward to the Hustler’s Playbook posts on Saturday, and I … [Read more...]

The Hustler’s Playbook: Hustlers Never Stop Improving

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When it comes to self-improvement, hustlers are unmatched. Ask any hustler and they’ve listened to everything Ziglar, Tracy, and Robbins have ever published. They’ve listened to Covey, Brown, and Rohn. They’ve watched all of the videos. They’ve read the books. When you hear a … [Read more...]

How To Make Product Knowledge Training Effective

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When a sales organization has an opportunity to get their salesforce together in one place, they desperately want to give them product knowledge. This is a very good idea, but it is often executed in a way that makes it more likely that the salesperson will sell product instead … [Read more...]

The Differences In Order Acquisition and Client Acquisition

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There is a difference in acquiring orders and acquiring a client. You can acquire orders and not have acquired the client (or customer, as the case may be). Many business-to-business sales organizations get this wrong, especially when they need orders. They follow a sales … [Read more...]

Everything, Anything, Nothing, or Something

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Some people want to do everything. They want to chase every opportunity, no matter how little the return on their investment of time and energy. They want to pursue every initiative. They believe that they can do it all, but because they lack focus, they never really get anything … [Read more...]

This Is the Paradox of Insight

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The paradox of insight is that in order to be paid for it, you have to give it away. You can’t easily capture your dream client’s attention if you can’t share your ideas about how they can improve their results. That’s the value proposition for spending time with what you send … [Read more...]

On Internal and External Distractions

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There are countless external distractions that can keep you from focusing on what’s important. Some of these distractions are really important, and you need to pay attention them. Your child calling from the school sick and needing a ride home. Your best client calling with a … [Read more...]

Leadership and Two Types of Growth

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Leaders are responsible for envisioning the future and executing the plan to make that future a reality. This is growth: current state, new results, better future state. Leaders manage two types of growth. Company Growth The leader is responsible for the growth of their … [Read more...]

The Hustler’s Playbook: Hustlers Act With a Sense of Urgency

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You can tell a hustler from a non-hustler by the way that they walk. A non-hustler is moving forward, but not very quickly, and with no apparent purpose. A hustler, on the other hand, looks like they are flying, moving purposefully towards some target in front of them. And this … [Read more...]

Your Personal Path to Independence

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You are independent when you no longer need to rely on something or someone else. The first level of independence you need to reach is being independent of needing “this job.” This doesn’t mean that you are wealthy enough that you no longer need to work, although that is a level … [Read more...]

On Snake Oil and Medicine

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The people who sell snake oil stand on boxes and shout about it’s great value, how it has changed lives, how you will never be the same. They promise fast, effective, easy answers to serious problems. They’re great at their pitch. These hucksters want you to believe that the … [Read more...]

What You Do Between the No Answers

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The first “no” you receive when you ask your dream client for their time is usually neutral. The first “no” doesn’t mean that your approach is wrong or ineffective. That “no” most likely means that your dream client already has a partner, receives way too many calls, can’t … [Read more...]

The Danger in Being Reflexively Contrarian

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Some people reflexively take the contrarian view. But there is nothing to be gained by always taking the contrarian view. If you say white, the reflexively contrarian says black. If you say up, the reflexively contrarian says down. It doesn't matter what you say or believe, the … [Read more...]