Salespeople are knowledge workers. What makes work difficult for knowledge workers is the autonomy around what work they do, when they do it, and how they go about doing it. Your effectiveness in knowledge work comes from the discipline to do your…

Yesterday I published my 4,000th post here at www.thesalesblog.com. Not all of them are written posts. Around 200 of them are YouTube videos we pulled in when I was experimenting with daily video, and another 130 or so are In the Arena podcast…

What got you here is discipline, an iron discipline. It was your work ethic, the fact that you did the work without hesitation, procrastination, and without fail. While others put off doing what is necessary, you took action, doing what is vital…

The person who discovered the 10,000-hour rule, the one you likely learned from Malcolm Gladwell’s book, Outliers, is K. Anders Ericsson, a psychologist and professor at Florida State. When asked about the ability to become an expert in 10,000…

Tyranny: the word means a cruel and oppressive ruler. Liberty: defined as freedom from oppressive rule.

If you want liberty, you need to rule yourself like a tyrant. If you can’t govern your desires like a tyrant, then you will undoubtedly…

I read somewhere once that the maximum amount of pleasure you can derive from eating dessert comes in the first two bites. Any bite beyond the second bite doesn’t increase the pleasure. In fact, it reduces it.

The same is true for the…

The foundational attribute all successful people share is self-discipline. It is their self-discipline that allows them to keep the commitments that they make to themselves. Successful people know that their good intentions don’t add up to a…