The primary variable to creating consistent results over time is your ability (and your willingness) to consistently do the work necessary to produce the results you seek. Constant effort produces consistent results, while inconsistent effort…

You had good intentions when you set your defined goals for the year. Over time, maybe life got in the way of life, or perhaps your enthusiasm waned. It’s also possible that you didn’t provide yourself with the disciplines that would produce…

Human beings are not rational. Instead, we have the power to rationalize our decisions and our actions. One of the ways we rationalize is by negotiating with ourselves, believing we won the negotiation when, in fact, we lost.

The part of us that…

There is work you need to do now that you are not doing. You are avoiding this work because it isn’t the work you want to do. You procrastinate and busy yourself with the tasks and distractions you prefer, leaving the unpleasant but necessary…

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…