I lifted the title of this newsletter from the writer Joan Didion who stole it from George Orwell.

I am a writer, which is to say that it is impossible for me to "not write." Writing is not something I do, but rather, it is something I am. When I…

One of the reasons you may not be generating the results you want is because you are treating your job as if it is a job. When you treat your job like it is something you have to do instead of something you are grateful for the opportunity to do,…

No one answers their phone. No one wants to meet with salespeople. Buyers are researching online and making decisions without talking to a salesperson. Everyone wants a lower price. This territory is terrible; no one here is buying. The lies you…

If you have read this humble blog for a significant amount of time, you know I believe you can be more, do more, have more, and contribute more, mostly in that order. The starting point is becoming more than you are right now by creating a…

Your brain will answer any question you ask of it, which is why your mindset is critical to your success. When you ask your mind to provide you with a list of reasons you can’t do something, very much like a computer, it will generate an answer.…

Your results are precisely what they should be—even if they are not what you want them to be, and if they are not what is required of you. The results you are producing now are the result of your beliefs and your behaviors, nothing more, nothing…

Right now you could be nurturing your dream client. You could be reaching out to communicate something of value that they could use to immediately think differently or produce better results in their business.

Right now you could be prospecting.…

Once you recognize that someone on your team is negative, you have to begin the process of removing them. The longer you wait to remove that person, the more you risk the rest of your team. Negativity is the only cancer that spreads by contact,…

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.

1. Are you willing to tell the truth,…

Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for…