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…
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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…
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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…
Storytelling is a fundamental way we learn. Becoming an artful and compelling storyteller is one of the most underrated skills in winning deals. Like…
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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…
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Self-regulation is our ability to manage our behaviors, thoughts, and emotions in a conscious and productive way. Someone with solid self-regulation…
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…
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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…
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There are few things in business as beautiful as a sales & product team working in lockstep. Information flows from the frontline seamlessly, and…
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…
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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…
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…
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