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Process: Can Success Really Be Just Mechanical?
Today you hear some version of the same message almost everywhere you turn: “What makes a company successful is process . . . . [successful companies] find a formula that works.” “You simply cannot be...
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Questioning the Value of Questions in the Sales Process
I had the honor yesterday of participating in a roundtable discussion organized and presented by Focus.com about the use of questions in the sales process. Moderated by Andy Rudin of Outside...
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Are Your Roadblocks to Success Really Real?
Ray is a seller for a software company that I have been working with for a few weeks. Although he is a strong seller, he wants to develop more effective prospecting strategies so he can bang on the...
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Sometimes Unconventional is Better than Being “Good”
Ugly. Won’t ever make it. Worst I’ve ever seen. Pathetic. He makes a mockery of football as a game of skill. You can’t play the game like that. I suspect every NFL fan recognizes those as recent...
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Having a Tough Time Getting Started? You Need a Ritual
Do you, like many others, have a difficult time getting yourself mentally, emotionally, and physically prepared to begin certain tasks? Some have a hard time getting “in the mood” to make cold calls...
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Four Signs It Is Time to Throw in the Towel
A question I’m asked more often now than in the past is “how do I know if it’s time to look for another career?” With the economy in dire straits it is more difficult to sell now than in the past. For...
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Are You Too Fat and Happy to be Successful?
It may surprise you to learn that I speak to a number of sellers and sales leaders every month who although they mouth the right words, their actions say they’re fat and happy and way too contented to...
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Act the Part to Become the Part
I often hear complaints from both new and experienced sellers that they don’t know how to become successful. The key questions is always, “what do I need to do to become successful?” When I ask, most...
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The Myth of the Nobility of Failure
I’m a failure. I’ve had two failed businesses in the past. I agonized over them. I lost lots of money trying to build and eventually save them. I lost sleep over them. I lost self respect over...
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You Have to Act the Part to Become the Part
Back in the days when Indians roamed the range, before leather helmets, when the Flying Wedge was all the rage, I played football in high school. My high school team wasn’t all that great since I went...
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