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60 Life Lessons from 60 Years
60 Lessons from 60 Years It pains me to compile this post. ...

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One Good Day: 3 Disciplines That Cut Through the Noise of Market Uncertainty
One Good Day: 3 Disciplines That Cut Through the Noise of ...

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Aging Bourbon & Building Sales Skills: A Lesson in Patience and Craftsmanship
Have you ever sipped a glass of finely aged bourbon and ...

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AI Sales World
AI is not going to replace salespeople, but salespeople who ...

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Exposing the Listening Gap: Why Your Sales Conversations Aren't as Effective as You Think
If judged by their actions, many misguided sales ...

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Kevin Costner is Not a Montana Rancher
Kevin Costner is not a Montana rancher. Seriously. He's an ...

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My 5 Favorite Books from 2024
Readers may or may not be leaders, but leaders are readers. ...

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My 5 Favorite Books from 2023
Communication skills have an oversized impact on one’s ...

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If You Don't Bring it With You, You Won't Find it Here
One of my favorite stories from David Sandler involves golf. ...

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Care for Yourself While You Care for Your Business
Back in the beginning days of my business, I had a mammoth ...

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What is a Five-Tool Player in Sales and What Does it Take to be One?
"It's very rare that you come upon a young man like Billy - ...

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Stop Wasting Time on These 4 Things to be More Effective at Sales
When I ask sales professionals what holds them back, they ...

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5 Concepts to Gurantee You Achieve Your Goal
Setting goals is essentially a waste of time. How many times ...

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My Favorite Books for 2021
Over the past several years, I’ve written a blog post ...

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So, You Want to be in Sales?
Sales is a beautiful, exciting, and rewarding career. But, ...

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Failure, Mistakes, and Comfort Zones
“Failure should be our teacher, not our undertaker. Failure ...

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What I Learned About Sales Management on the Peloton
“Come on! Push yourself! Don’t stop now! You have come too ...

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Do Your Job!
World-class curmudgeon and future Hall of Fame football ...

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Books I Read in 2020
For the past couple of years, I’ve done an end-of-the-year ...

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Are You Maximizing Your Potential for New Sales?
We live and work in a “tick mark” on the timeline of our ...

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Hey Boss...That Ain't Coaching!
Salesperson: Hey boss, I’ve got this issue with the Jones ...

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3 Ways to Say Good-Bye to Ghosts
“Hello Janet. It’s Robin Green. Um…we had a meeting…um, ...

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Get Off the Nail
As was his custom, John was walking over to his neighbor’s ...

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In Sales, You Have to Feed the Right Wolf
An old Cherokee tale gives us the story of a young boy and ...

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Do You Need Sales Training?
I interact with people on a daily basis who are curious ...

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You Need to Work on Your Attitude
My first shot at being a sales manager was quite an ...

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If You Want More Sales, Be Negative
I know, I know. You can't be negative if you are in sales. ...

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Run Hard to First
Joe Madden, then the manager of the Tampa Bay Rays, was ...

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10 Books I Read in 2019
Last year, I wrote an article listing my 5 favorite books ...

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A Sales Manager's Christmas List
Sales managers have a tough job. It’s the toughest job in ...

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Salespeople Are Made Not Born
The ”chicken or egg” question in sales is “ Are salespeople ...

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Do You Suffer From Low-Bar Syndrome?
As you might imagine, I spend a lot of time talking with ...

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Say No to the Summer Slump
Ahhh, summertime. Sweet summertime. Sunny days, weekend ...

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Is "Aggressively Waiting for the Phone to Ring" a Good Plan?
While recently working with a client, I noticed one of the ...

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Fairy Tales, Myths, and Legends: A Trip Through the Sales Pipeline
Most sales managers spend a lot of time focused on the sales ...

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Hey Sales Manager...They Don't Care About Your Goals!
It sounds harsh, doesn't it? But they don't. Your sales team ...

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A One-Legged Chicken, A Three-Legged Dog and Growing My Business
The town I was looking for really wasn’t a town. Just a ...

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It Takes Ten Hands to Score a Basket
Early in John Wooden’s coaching career, his team had a ...

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Finding Equal Business Stature On and Off the Field
A couple of Sunday’s ago, football fans were treated to a ...

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Do You Have a Time Problem or a Goal Problem?
I spend a lot of time with salespeople. From time to time, ...

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Too Many Milk Runs to Bring Home the Bacon
It’s not uncommon to hear sales leaders lamenting about milk ...

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Covering First Base
If you ever played baseball beyond Little League, you know ...

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6 Ways to Keep a Clear Head and a Full Pipeline
Sales is a tough gig. Lots of stress and anxiety. Wondering ...

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This is the Biggest Problem in Sales
What is the biggest problem in sales? That seems like a very ...

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Why Is My Rep Struggling? They are so Good with People!
Warning: Sacred Cows will be tipped in this article. If you ...

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