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Working without the anxiety of failure
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There are only a few individual sellers on the planet who have sold 28M in a single year. Mike Webster is one of them, and I just interviewed him last week as my Fireside Chat guest. Mike is a top seller at RSM, a leading Microsoft services partner and reseller. His numbers are absolutely insane…
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Here’s the greatest paradox in all of sales: The more you focus on hitting your own goals, the less likely you are to hit them. Because customers will sense your underlying motive and not want to work with you. They will feel like you’re out for yourself, rather than having their best interest at heart. …
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Last week I spent 4 days with 24 men attending a powerful retreat. We had no access to cell phones or outside communication. The immersion was centered around upleveling ourselves physically, mentally, and spiritually so we can show up fully for ourselves, our families, our partners, and our businesses. To say this work was transformational…
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More sellers are facing Imposter Syndrome than ever before. What is Imposter Syndrome, why do people have it, and how do you overcome it? This is what I will cover in depth in this week’s training. What is Imposter Syndrome? In simplest terms, Imposter Syndrome is the feeling that you are unqualified or unworthy of…
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Why is it that so many high achievers are unfulfilled and never satisfied? It’s called the “Achievers Dilemma.” In simple terms, high achievers have extremely high expectations of themselves. And when they fail to live up to their own expectations, they beat themselves up. I’m not just talking about results or quota attainment. I’m talking…
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Why is it that winners always seem to keep winning? You can put them in any challenging situation or role, and they still make lemonade from lemons. It’s simple: because they think and work differently than other people. So how exactly do they think and work? Last week I had the honor of interviewing Brandon…
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Let’s face it – we all love a great deal! That’s why companies like Amazon have “Prime Day,” and why tech companies perform so much better the last month of every quarter. The challenge is that nobody likes to be pressured to make a decision. When you throw discounts at customers with short expiration deadlines…
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Having a consistent morning routine is one of my best known secrets to success. When you start the day right, it builds confidence and momentum that flows into the workday. And puts you in a good mood, which improves how you work and engage with others. The problem is that most morning routines fail. Here’s…
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How do you sell to CIO’s in 2024? What’s top of mind for CIO’s right now? What does a day in the life of a CIO look like? These are some of the questions we addressed in this month’s Fireside Chat with Bill Russell, the former CIO for St. Joseph Health, a 16-hospital system valued…
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I recently took a trip to Cabo, and ended up spending over $300 for a 90 minute hot stone massage at the spa. I had no intention of getting a massage, but here’s what happened: So what does this have to do with selling? The spa just executed a perfect land and expand deal. Here…
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What’s the #1 key to negotiating which very few people talk about? Knowing your worth and believing it!…