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If someone is not ready to buy now, is there anything you can do to get them to move forward? You might be able to coerce, threaten, bribe or annoy, but you will likely not be welcome back to a conversation again. It's a brainless way of cutting
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If you are a planner by nature and have a strong need for control, ask yourself how close your reality has aligned with how life works. The one thing that is hard to control is the future. We may lay good plans, but we cannot predict with certainty what people
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Putting all the right systems and pieces in play together is a far cry from experiencing success. I had recently watched the movie, Moneyball, again. Billy Beane, the general manager of the Oakland A's, turns the game of baseball on its head by using analytics and quantitative approaches
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Being creatures of habits has its pros and cons, and I try to use both to my advantage. On the plus side, I know that habits are the most powerful force to help me get things done. I don't have to think about going for a run, drinking
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Assuming most of your customers deliberate before they buy, what are they looking at? Have you ever made a sale on the first meeting? It may have happened at some point if you have spent enough time in sales. You have likely seen it all if you are a seasoned
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When I look at much of the work I do, I can always see more that can be done. There is more that can be added to a system, a speech or a marketing strategy. But is it necessary? I see this fundamental business decision range widely with business people.
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How would you like 10,000 likes on Facebook? Or 20,000 followers on Twitter? It's not so far out of reach. You can easily buy these services from shady companies out there living off of the hype and emotion of people and companies eager to get their
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Capitalists think about and know how to move an idea or a dream to something profitable. If you are not one by nature, you may need the help of a capitalist to get out of the rut you are in. To capitalize on an idea means having deal-making skills to
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When we used to have more time and attention, we could spare some energy exploring a website to find out what someone did and how they can help. That was in a different era just a few years ago. Today, bounce rates are high on sites and pages that don&
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I do believe that gratitude is powerful, profitable and contagious. Recognizing the moments and the people that make a difference in your life will help you realize the right perspective of how you become successful. Here's a quick way of developing a habit that you can use with
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Focusing your activities for a productive week can add hours to your life and sales in your pocket. For those of us in B2B sales, we typically operate on a weekly cadence as professionals. This Monday-Friday culture mindset is very hard to change, so we might as well live into
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Working in a vacuum can become pretty fruitless quickly. There is the lure of the computer screen and our mobile devices. I look at these as places we work and collaborate. They help me output what needs to happen. However, the places where I get inspired, expand perspective and feel