Archives 2016
December 2016
- 31: My 2016 Balance Sheet
- 30: The Single Decision That Allowed Me to Put My Plan Into Action
- 29: How You Get Paid
- 28: Saying Yes to Small Things is Saying No to Bigger Things
- 27: How Sales Will Change in 2017
- 26: Do What Works Now
- 25: We Help People Because We Can
- 24: Are You Willing to Do What Success Requires?
- 23: Do not Fire the Bottom 10%, Here’s why (The Leadership Playbook)
- 22: Hard to Sell with a Higher Price, Consider on Selling at Low Price
- 21: Better Than Your Competitor Today
- 20: How To Know If Your Hustle Is Weak
- 19: The Leadership Playbook: Do As I Say, Not As I Do
- 18: Culture Makes It Better Inside Than Out (The Leadership Playbook)
- 17: The Hustler’s Playbook: Bet Big On Yourself
- 16: Post-Traumatic Growth Syndrome
- 16: Consistently Consistent
- 15: Targets > Leads
- 13: Making Incremental Improvements
- 12: Choosing the Infections that Make Up Your Sales Mindset
- 11: Underestimating and Overestimating
- 11: On MSNBC’s Your Business with JJ Ramberg
- 10: Everything Is Possible
- 09: Don’t Leave Success to Chance
- 08: Pretending to Be a Salesperson
- 07: Do It Now
- 06: How to Avoid the Need to Defend Your Price
- 05: You Are the Defining Differentiator
- 04: Choosing the Direction in Which You Are Being Pulled
- 03: We Presentations and You Presentations
- 02: Love the Game, Win or Lose
- 01: What You Should Never Sell
November 2016
- 30: Progress Comes Before Transformation
- 29: 8 Things High Performing Sales Organizations Do
- 28: The Leadership Playbook: Everything Is Your Fault
- 27: How the Law of Attraction Really Works
- 26: The Hustler’s Playbook: Success is Your Auditor
- 25: Sell at a Higher Price Than Your Competitors! The Only Effective Way!
- 24: 10 Things For Which You Should Be Grateful
- 23: It’s Not the Problem That Loses the Client. It’s How You Respond.
- 22: Your Dream Client Says No to Your Meeting Request? The Real Reason-
- 21: Are You Faking Intimacy?
- 20: How You Should Think About Your Higher Price
- 19: Once You Choose to Compete on Price
- 18: How to Interview for Hunters
- 17: How To Be Intimate in Commercial Relationships
- 16: Why Success Starts with a Growth Mindset
- 16: The New Discovery
- 14: Loyalty Eventually Serves You
- 13: A List of Force Multipliers
- 12: Two Problems You Have Generating Results (The Hustler’s Playbook)
- 11: Salespeople Aren’t Lazy. They’re Poorly Led.
- 10: Statistics and Pure Social Selling Nonsense, Lies! Damn Lies!!
- 09: Your Long Game Strategy and Your Short Game Strategy
- 08: The Power of an Indomitable Mindset
- 07: Move Up a Level
- 06: Resisting Political Divisiveness and Your Better Angels
- 05: The Hustler’s Playbook: The Decision to Control Your Life
- 04: The Wussification of the American Salesperson
- 03: If You Only Had 8 Hours to Create an Opportunity
- 02: 10 Reasons Social Selling Is Failing
- 01: If You Don’t Like Prospecting, You Don’t Like Selling
October 2016
- 31: The Path to Mastery
- 30: The Deal You Are Offering Your Dream Client
- 29: The Hustler’s Playbook: Avoid Bad Advice
- 28: How You Became the Sales Manager You Are
- 27: The Leadership Playbook: Your Third Group
- 26: Digital You
- 25: You Become What You Think About
- 24: The Power of Setting Unrealistic Goals
- 23: Creating Opportunities > Qualifying Opportunities
- 22: How to Make America Great
- 21: Activity Metrics for Adults
- 20: The Hustler’s Playbook: You Weren’t Born to Be Ordinary
- 19: You Are Your Dream Client’s Second Brain
- 18: Don’t Let Your Prospecting Muscles Atrophy
- 17: The Stereotypes of Sales Are Tired
- 16: How to Create Your Own Adversity
- 15: The Hustler’s Playbook: Compare Yourself to Others
- 14: Success Has Seven Enemies
- 14: Tell and Sell: Why Stories Build Trust and Sell Things For More, with Paul Smith – Episode #78
- 13: Do It Yourself
- 12: Perfection Is a Lie
- 11: What Not to Do. Who Not to Do It With (The Leadership Playbook)
- 10: If What You Are Doing Was Working
- 09: Selling Helps You Become a Leader, But How? (The Leadership Playbook)
- 08: Personal Relationships Matter More Now Than Ever In Sales
- 07: Why You Look for Unconventional Advice
- 07: John Robb on The Future of Social Media And Global Change – Episode #77
- 06: First Be, Then Do
- 05: You Won’t the Like the Next One Any Better
- 04: If You Are Being Out-Hustled
- 03: When Second Place Means Winning
- 02: 10 Ways to Grow and Develop Right Now
- 01: As If Your Life Depended On It
September 2016
- 30: Directly Attacking Your Competitor Creates Resistance
- 30: Phil Gerbyshak on Selling Techniques for Social Media and Beyond – Episode #76
- 29: If Marketing Worked Like You Think It Is Supposed To
- 28: The Fifth Time You Hear No
- 27: Great Sales Results Come From Adhering to the Fundamentals
- 26: Giving Up Before Your Competitor Does
- 25: Why Your SDRs and BDRs Are Broken
- 24: Selling Helps You Become a Leader, But How? (The Leadership Playbook)
- 23: Your Greatest Assets?
- 23: The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75
- 22: The Leadership Playbook: Put Everyone On a Plan
- 21: Change the Outcome or Change the Investment
- 20: You Need More Activity
- 19: Impressive for More Than a Few Minutes
- 18: Working Harder or Smarter Won’t Make You More Productive
- 17: Stop Avoiding the One Thing Standing Between You and Success
- 16: Offensive or Defensive Pricing Reveals
- 16: Jamie Shanks: Selling Via Social Media – Episode #74
- 15: Easy For You. Difficult for Your Company.
- 14: If You Want a Message to Stick, Repeat Yourself
- 14: A New Lens on Sales Performance
- 12: Love What You Do and the Money Will Follow
- 11: How to Use The Only Sales Guide You’ll Ever Need
- 11: The Hustler’s Playbook: Spend Time with People More Successful Than You
- 09: A Note to the Sales Manager: You Do Not Have Time Not to Coach
- 09: Why Sales Managers Need the Sales Manager’s Survival Guide From Dave Brock – Episode #73
- 08: The Leadership Playbook: On Managerial Will
- 07: You Should Absolutely Go To College
- 07: Bruce Turkel: What Is Branding and What Makes For a Great Brand Today? – Episode 72
- 06: Too Difficult to Close
- 05: Prospecting: Never Fall Behind, Never Play Catch Up
- 04: My Long Love Affair with Work
- 03: Success Requires Shoring Up Your Deficiencies
- 02: The Barriers Remaining Are Internal
- 01: How to Get a Job In Sales (Part Two)
August 2016
- 31: How to Professionally Poison The Well
- 30: The Disqualification Fallacy
- 29: Changed Behaviors Require More Than a Change in Compensation
- 28: Do This If You Are Going to Have People Work From Home
- 27: The Strategic Power of Generating Possibilities
- 26: How to Hire a Salesperson
- 25: Stop Underinvesting in Yourself
- 24: The Entrepreneur’s Playbook: How Much Can You Take
- 23: A List of Things That Repel Success and Money
- 22: The Truth About Telling the Truth
- 22: Mark Hunter on How to Target and Win High Profit Prospects – Episode #71
- 21: Don’t Do It Because It Is Wrong. Not Because of Social Media.
- 20: The Hustler’s Playbook: Motivation Is Your Problem
- 20: Scale and the Dilution of Quality
- 18: How to Distinguish Yourself and Become a Leader
- 17: Will Your Actions Today Get You Where You Want to Be in the Future
- 16: Why You Are Not Producing the Results You Want Now
- 15: Lasting Success Is Not a Marathon. It Is a Series of Sprints.
- 14: This Is the Only Sustainable Competitive Advantage
- 13: Stop Buying What You Are Selling Yourself
- 12: You Are Over Qualifying Leads
- 12: Ken Wilber on Levels of Consciousness, Integral Theory, and Their Effect on Business – (part 2) Episode #70
- 11: The 9 Deficiencies That Lead to Poor Sales Results
- 10: What It Means to Hustle
- 09: When Your Business Strategy Means You Do Not Win Deals
- 08: When You Choose a Self-Limiting State
- 07: Making Space for What Is Most Important
- 06: The Hustler’s Playbook: The Hustler’s Work Ethic
- 05: How to End Your Dependence on a Subject Matter Expert
- 05: Ken Wilber on Stages of Development and How They Show Up in The Business World – Episode #69
- 04: The Leadership Playbook: The Knowledge Inside Your Four Walls
- 03: The Difference Between Awareness and Distraction
- 02: Why Coaching Is Essential for High Performance
- 01: Why I Wrote The Only Sales Guide You’ll Ever Need
July 2016
- 31: You Are Right Now Writing Your Biography in Advance
- 30: Selling Is Change
- 30: What If Your Competitor Believes Something Different
- 29: Lewis Howes: What Is Greatness and How to Be Great – Episode #68
- 28: The Leadership Playbook: A List of Non-negotiables
- 27: How You Waste Time
- 27: Chris Brogan: Futurist Predictions About the Internet, Talk About Personal Disciplines, and More – Episode #67
- 26: 4 Signs That You Are Perceived as a Commodity
- 25: You Cannot Be a Trusted Advisor Without Trust. Or Advice.
- 24: Your Hustle Starts On Sunday
- 23: Psychology > Technology
- 22: The Leadership Playbook: The Leader You Need to Be Now
- 21: Why Some Achieve Success That Eludes Others
- 20: Social Selling In the Wrong Order
- 20: Your Choice of Frame Determines Your Results
- 18: What You Signal When You Move Price in the Wrong Direction
- 17: Everyone Wants to Go To Heaven
- 16: The Hustler’s Playbook: On the Right Side of the Dirt
- 15: Dr. Carmen Simon on Persuasive Techniques for Business and Life – Episode #66
- 15: Buyers Are Not Demanding You Social Sell Them
- 14: Lean Forward and Lean Backwards Presentations
- 13: A No Decision Is a No
- 12: Your Dream Client’s Constraints Become Your Failures
- 11: You Have a Choice to Make
- 10: Dissonance Creates a Compelling Case for Change
- 09: The Hustler’s Playbook: Hustlers Hold Themselves to a Higher Standard
- 08: Why You Need Relationships BEFORE You Need Relationships
- 08: Chet Richards on Strategy, Morale, and Agility in Warfare and Business – Episode #65
- 07: You Do Not Become What You Think About
- 06: No One Can Hurt You as Much as You Can Hurt You
- 05: A Hierarchy of Leadership Approaches and Their Consequences
- 04: America Is Great. Not Perfect.
- 03: How to Be Increasingly Less Dumb
- 02: There Are Still No Rules and You Have to Know Them All
- 01: How To Change Your Default Setting
- 01: David Allen on Getting Things Done (GTD), Proactive VS Reactive, and The Power of Daily Review – Episode #64
June 2016
- 30: How to Effectively Deal With Impermanence
- 29: Better Is Better Than More
- 28: The One Thing That Makes You a Catalyst for Change
- 27: Why You Absolutely Must Negotiate With Your Client First
- 26: How to Treat Other People So They Know They Matter
- 25: The One Budget You Need To Succeed
- 24: What Everyone Wants And How You Can Get It
- 23: How to Create an Indomitable Mindset
- 22: Protecting Your Relational Capital
- 22: The Art of Possibility, Authentic Living, and Success in Life and Sales with Rosamund Zander – Episode #63
- 21: Your One Page Plan for Winning Your Dream Clients
- 20: Establishing Yourself as a Trusted Advisor
- 19: What You Control, and What You Do Not
- 18: The Source of Your Motivation Is Why
- 17: Your Choices Regarding Friction
- 16: You Must Find a Way to Stay Hungry
- 15: You Are Defined by the Events of Your Life
- 15: Ryan Holiday Author of The Ego Is The Enemy and Thoughts on Practical Stoicism – Episode #62
- 14: Picking Up Your End of the Stick
- 13: If You Think Learning Is Difficult
- 12: Take One Small Action Now
- 11: How to Survive This Election Season Online
- 10: The Number One Mistake Leaders Make With Reporting
- 10: Max Altschuler on Hacking Sales, Sales Stacks, and Automation in the Sales Process – Episode #61
- 09: The Leadership Playbook: Asking How Can We
- 08: Sales Is a Profession
- 07: Negativity Has No Upside
- 06: Everything Is Important
- 05: Why the Hard Close Isn’t Working
- 04: The Hustler’s Playbook: Hustlers Harness Their Enthusiasm
- 03: Why Your Truth Is Different
- 03: Frank Sopper: Sales Success by Understanding Your Own and Your Prospect’s Thinking – Episode #60
- 02: Lies You Tell Yourself About Writing
- 01: How to Be Likeable
May 2016
- 31: Don’t Buy the Hype. Study the Principles.
- 30: The Most Important Attribute for Success Forgotten by Many
- 29: Breaking Bad Habits: How to Achieve Escape Velocity
- 28: The Hustler’s Playbook: Hustlers Act Before They Are Ready
- 27: Stop Avoiding Minor Conflicts
- 27: Dave Brock on Sales Manager Success and His new Book, “The Sales Manager’s Survival Guide” – Episode #59
- 26: The People Responsible for Your Failures
- 25: Leading or Following the Client
- 24: Who Killed Customer Loyalty
- 23: How You Trained Yourself to Take No for an Answer
- 22: Why You Must Own Your Losses
- 21: How to Give Up Non-Deals
- 20: The Only Question You Need for an Accurate Forecast
- 20: Steve Andersen and Dave Stein: Building Long Term Customer Relationships By Moving Beyond the Sales Process – Episode #58
- 19: Assuming Intentions Good or Bad
- 18: The Leadership Playbook: Doing the Work of the Leader
- 17: What It Looks Like When You Get Too Far in Front of the Buyer
- 16: How You Can Ensure Your Absolute Right to the Next Order
- 15: How to Be Rich
- 14: The Hustler’s Playbook: Success Is a By-Product
- 13: To Sell as a Peer, You Have to Go There
- 13: Pete Turner on Cultural Understanding, Caring, And True Influence – Episode #57
- 12: When You Must Be a Subject Matter Expert
- 11: Maintaining Pricing Discipline
- 10: Prospects You Should Avoid
- 09: 10 Things I Learned About Sales the Hard Way
- 08: Planning How You Work Is as Important as How You Sell
- 07: Are You Productive or Busy?
- 06: Courage and Confidence
- 06: Matt Abrahams on Strategic Communication in Presentations and Sales – Episode 56
- 05: 8 Things That Will Make You a Better Salesperson Now
- 04: Things That Won’t Serve You
- 03: Face Your Fears and Be Uncomfortable
- 02: A Rich Source of Overlooked Leads
- 01: Money and an Inadequate Sense of Self Worth
April 2016
- 30: The Hustler’s Playbook: From Desperation to Inspiration
- 29: The Power In Silence
- 29: Nancy Duarte and Patti Sanchez on Storytelling, Leadership, and Fulfilling Dreams – Episode #55
- 28: You Can Spot a Bully by the Choices They Make
- 27: The Difference Between Wanting Better Results and Being Willing to Produce
- 26: Your Shoulds Are Really Musts
- 25: The Better You Get the Better You Better Get
- 24: How Strategy Drives Pricing
- 23: The Hustler’s Playbook: Money and Character
- 22: Be Someone Worth Buying From
- 22: Bob Burg on the Power of Being a True Go Giver – Episode 54
- 21: Churn and Running In Place
- 20: Profit on Every Deal
- 19: Win More by Serving Your Buyers Where They Are
- 18: Why You Have a Small Business
- 17: Velocity and Your Speed to Results
- 16: Playing to Win or Playing Not to Lose
- 15: Just Because You Can
- 15: Jay Baer on Hugging Your Haters and the Real Value of Stellar Customer Service – Episode 53
- 14: Where Your Focus Goes
- 13: Things That Won’t Get You Paid
- 12: The Difference Between Sales Acumen and Business Acumen
- 11: Money Is An Outcome
- 10: On Writing 2,500 Blog Posts
- 09: The Hustler’s Playbook: Hustlers Are Insatiably Hungry
- 08: What You Believe About Your Pricing
- 08: Forbes Riley: What it Takes to Generate Over 2 Billion in Sales – Episode 52
- 07: Be Willing To Do What Others Will Not
- 06: Two Things You Must Love to Grow Your Business
- 05: The Secret is that There is No Secret
- 04: Playing the Long Game with an RFP
- 03: The Answer Key To Winning Deals
- 02: Sales Is a Noble Profession
- 01: How To Compress the Sales Cycle
March 2016
- 31: Why Fast Is Slow
- 30: I Built a Website. Now How Do I Get Clients?
- 29: Reach Your Goals by Not Breaking the Chain
- 28: My First Cold Call
- 27: 6 Positive Constraints
- 26: The Reason You Resist Asking For Referrals and What To Do About It
- 25: Dealing with Risks Real and Perceived
- 24: What a Red Team is and How it Helps You Beat Your Competitor
- 23: You Are Rich
- 22: Make Your Dream Client to Change by Finding a Compelling Reason
- 22: Martin Lindstrom on Branding, Small Data, and Knowing Consumers – Episode 51
- 21: Sales Is, Was, and Always Will Be Relationships
- 20: The Dangers of Half Measures
- 19: Breaking Free of Your Fear
- 18: The Entrepreneur’s Playbook: Start Up or Finish Up
- 17: Give Them Something to Say Yes To
- 16: 10 Sales Nevers. No Way. You Just Cannot.
- 16: Shawn Murphy on the Optimistic Workplace – Episode #50
- 15: I’ve Seen This Deal Before
- 14: You Are Not Going to Go Undefeated
- 13: A Bias for Action and Locus of Control
- 12: What I’m Reading Now – March 12, 2016
- 11: 5 Ways You Are Wasting Your Sales Time
- 10: No Thank You for Your Email
- 09: Is Your Work Your Paycheck or Your Legacy
- 08: What you Should Fear is the Fear Of Missing Out
- 07: The Establishment and the Disruptor
- 06: How To Improve Your Forecasts Now
- 05: Negotiating and Discounting Are Different
- 04: Go Ahead and Change Your Mind
- 03: A Lesson Learned the Hard Way at Lunch
- 02: You Are Not a Marriage Broker
- 01: 10 Factors for Forecasting Deals
February 2016
- 29: Phone First. Email Second.
- 28: How To Beat Your Larger Competitors
- 27: Competing With Good Enough
- 26: What Is and Is Not Urgent
- 25: You Created the Circumstances
- 24: Violating My Own Beliefs About Price
- 23: A Focus On the Wrong Product
- 22: Wary of the Halo Effect
- 21: Act Sooner
- 20: Your Glass Is Overflowing
- 19: Don’t Touch the Stove
- 18: How You Lose Deals
- 17: The Business Of Competitive Displacements
- 16: Why You Have Not
- 15: The Key Ingredient for Transformation
- 14: That’s Why We Call It Selling
- 14: Tim Sanders on Dealstorming – Episode 49
- 13: Why the Factory is Moving South
- 12: Stop Social Selling Me
- 11: Heavy Hands
- 10: Losing the Battle to Win the War
- 09: How To Slow the Game
- 08: Winning Large Clients
- 07: A Framework for Compelling Presentations
- 06: The Leadership Playbook: Facing Harsh Realities
- 05: Greater Than Experience
- 04: Parking Lot Priorities
- 03: Why Will They Say No?
- 03: Stu Heinecke on How To Get a Meeting with Anyone – Episode 48
- 02: The Best Medium for Prospecting
- 01: The Leadership Playbook: The Law of Accountability
January 2016
- 31: Finding the Time for What Is Important
- 30: The Candidate For Whom I Would Vote
- 29: Give Up
- 28: Luxuries and Necessities
- 27: The Entrepreneur’s Playbook: Up People and Down People
- 26: Some Thoughts on Transformational Change
- 25: How I Learned to Leave a Message
- 24: Underestimating the Value of Your Failures
- 23: Three Categories of Compelling Content
- 22: If You Are Not Asking, You Are Not Selling
- 21: What’s In Your Bucket
- 20: Attention Is Expensive
- 19: It Matters How You Sell
- 18: Optimism and Hope
- 18: Jeb Blount on Fanatical Prospecting – Episode 47
- 17: Instant Results
- 16: How I Determined My Three Words for 2016
- 15: How to Save Twitter
- 14: The Power of Acting Now
- 13: How To Work From Home
- 12: What Another Salesperson Would Do
- 11: You Will Be Punished
- 10: Lower Price Equals Increased Risk
- 09: Why Your Physical Health Must Come First
- 08: The Hustler’s Playbook: Hustlers Have Dreams Bigger Than Their Fears
- 07: Why I Am Never Ashamed To Sell
- 06: I Gotta Guy
- 05: The Best Investment of Your Life
- 04: Questions About Your First Day Of The Year
- 03: My Two Favorite New Productivity Tools
- 02: Be It Resolved
- 01: My Three Words for 2016
