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The 25% Rule
The 25% rule for work: During the 25% of the time when things are good, are they "so good" that they make up for the slog through the other 75%? If the…
Jan 19, 2022
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Tommy McNulty
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The 25% Rule
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December 2021
Closing out 2021
I am getting ready to sign off for 2021 and hope you are too. Before I do that, I wanted to share some of my personal do’s and don’ts for wrapping up…
Dec 23, 2021
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Tommy McNulty
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Closing out 2021
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Compensation bumps
Tis’ the season for asking for a raise. In the face of a labor shortage, sales professionals have more bargaining power than ever. If you haven’t…
Dec 20, 2021
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Tommy McNulty
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Compensation bumps
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Tell great stories
Storytelling is a fundamental way we learn. Becoming an artful and compelling storyteller is one of the most underrated skills in winning deals. Like…
Dec 16, 2021
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Tommy McNulty
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Tell great stories
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Moving Towards Ownership
We recently came across the below matrix, which does a great job of summing up different types of professionals. With any matrix, the bottom left equals…
Dec 14, 2021
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Tommy McNulty
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Moving Towards Ownership
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November 2021
Step One: Regulate
Self-regulation is our ability to manage our behaviors, thoughts, and emotions in a conscious and productive way. Someone with solid self-regulation…
Nov 15, 2021
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Tommy McNulty
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Step One: Regulate
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September 2021
First Principles for Resolving Manager Issues
Having a challenge with your manager is inevitable. Whether you prefer it or not, the person you work directly for will be in the top five of people you…
Sep 17, 2021
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Tommy McNulty
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First Principles for Resolving Manager Issues
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July 2021
Build Your Portfolio
About four years ago, I was interviewing a former top rep from Indeed. He came to the interview with his cover letter & resume, which are obviously…
Jul 20, 2021
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Tommy McNulty
2
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Build Your Portfolio
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Providing Product Feedback
There are few things in business as beautiful as a sales & product team working in lockstep. Information flows from the frontline seamlessly, and…
Jul 15, 2021
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Tommy McNulty
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Providing Product Feedback
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Managing Frustration
When I was a frontline manager, every second or third one-on-one would be attempting to quell a rep’s frustration around repetition. As a manager, the…
Jul 8, 2021
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Tommy McNulty
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Managing Frustration
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June 2021
Single-Player Mode
The biggest problem that faces salespeople & the profession at large is a self-inflicted inability to ask for help when needed. This is the truth top to…
Jun 22, 2021
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Tommy McNulty
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Single-Player Mode
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Forming & Breaking Habits
Science tells us it takes 21 days to form a habit. For example, if you drink a bottle of water first thing in the morning, every day for three weeks…
Jun 22, 2021
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Tommy McNulty
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Forming & Breaking Habits
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