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Winners Own the Outcome Instead of Blaming Others & Circumstances When They Lose

Last week was no fun. It was heartbreaking to see Purdue (our son’s school) bow out of the NCAA tournament early (yet again), this time to #16 seed Fairleigh Dickinson. It was the third year in a row they were upset by an inferior team, but this time was the most painful because as a …

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The Stupidly Simple Foolproof Way to Guarantee Consistent Deal Flow & a Full Pipeline

Sometimes the solution to our sales problem is so simple that we can’t see it. I am pretty sure that this is one of those cases. What We Want We (sellers and sales leaders) ALL crave a full, healthy (fat), balanced, moving pipeline of sales opportunities.  What We Typically Do Unfortunately, most of us in …

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Obedient Order-Taker and Yes-Men/Women Salespeople Don’t Win More Business

Sales Friends, I get it. We want to be liked. We want to be seen as responsive. We want to show customers that we care and that we listen and that we can follow instructions…  All of those things are wonderful.  But there’s just one little problem:  very often defaulting to our prospect’s (or their …

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4 Simple Ways for Sales Leaders to Stay Sharp in 15 Minutes Per Day

I was recently asked a great question while on a call with (an American) executive in Japan who is going through the Sales Management. Simplified. Video Coaching Series. He asked what he could do in 15 minutes per day to sharpen his acumen as a sales leader. What a great question – and one I’ve never …

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This MLB Manager Blew It Relying Solely on Analytics Rather Than His Eyes

Even if you’re not a baseball fan or didn’t see the final World Series game last week, there was a simple, yet colossal, lesson for anyone who manages people:It’s important to see things (observe your people working) with your own eyes!To the horror of baseball fans across the country, Tampa Bay Rays’ manager Kevin Cash …

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Nothing Will Increase Your Confidence or Sales Effectiveness Faster

Nothing will increase your sales effectiveness faster than sharpening YOUR SALES STORY. The “Sales Story” is my single favorite sales topic, the basis of the most popular chapters in my bestselling books, and the single most requested topic when I speak to sales teams, because… When YOUR SALES STORY is great, everything in sales becomes easier!Your confidence …

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The Not So Secret to Sales Success (during & after a crisis)

I’ve got a little (not so) secret for you: Whether we’re attempting to create sales opportunities, fill our pipeline, and maximize results while navigating a once in a lifetime pandemic, or we are selling during “normal” (good) times, the basics are the basics. Said differently, the very same best practices that drive sales success when we’re not …

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