Tag: persistence

Life is made up of seasons, some of which are more difficult than others. Even though the calendar says it is springtime, this season of your life and mine is winter. Winter is when things die for a time, always followed by a time where green…

Last week, I conducted a very informal survey on the biggest challenges in B2B sales now. Acquiring meetings topped the list. There are many reasons your dream client might reject your request for a meeting. Here are some of the most common…

One of the more challenging commitments you must gain in sales is the commitment for time. To obtain that commitment, you must prospect. You might ask yourself, “How do I prospect more effectively?” You make prospecting easier when you have a…

What one person can do, another person can do. What one person will do, another person may not. One of the variables to unlocking success is your willingness to keep doing the right thing long enough that you achieve the result you want.

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There is something very human about making excuses for our failures. Our egos try to protect themselves by placing the blame somewhere else, somewhere far away from us. Your excuses, however, will never do anything to deliver your goals, your…

Your results begin in your mind. What you believe impacts the choices you make, positive or negative. If you hold unhealthy beliefs, beliefs that conflict with reality, you will not produce the results you want. In a contest between your beliefs…

An airplane spends most of its time in flight off course. The pilot has to make course corrections continuously. Without making the necessary adjustments, the pilot and the plane would not reach their desired destination. An airplane moves fast…

If what you want wasn't difficult to achieve or obtain, it most likely wouldn't be worth wanting in the first place. If it wasn't going to take more effort over more time than you believed necessary, and if it didn't require you to become…

If it were easy to win your dream client, everyone would do it. The fact that it is challenging means it is something worth doing. It also means winning your dream client is going to take your intention, massive action, initiative,…

Most of us work in businesses that require us to win clients who are already working with our competitors, something we euphemistically refer to as a “competitive displacement.” It can be difficult to win your dream clients, and you can easily…