Have you been in a little too much of a rut? You may be missing some great opportunities to boost sales, just by looking a few feet over the fence called your “role” in your organization or profession. For example, is there some force field stopping you from communicating with employees who can have an More...

Beware Metaphysics: There are people who want you to give them your money so they can tell you that you can make money come to you with your mind. Every minute you spend learning what they believe is a minute you could spend getting in shape, honing your skills, and loving your family. Tell them More...

Quota Crossings: Don’t coast just because you passed a quota, or because the quota is far off. Learn lots of tricks for keeping yourself fresh and motivated. You are an Athlete: You are a sales athlete. You need all the TLC (Tender Loving Care), fine-tuning, conditioning, and training that an athlete does. That means creating More...

Becoming a celebrity is a great example. When people become extremely famous, they have to focus on their craft, not answering thousands of emails. They have people for that, and if they are using their people wisely, their people create systems for filtering in only the most important contacts. They have no choice. It is More...

You know that time management is important. But do you have an approach that really works for you? Many people find that someone else’s book or program works for other people but not for them. Don’t assume that it’s because you aren’t trying hard enough. It might be that you need something that fits you. More...

If you blew it, you can move into a problem-solving focus instead of wasting time on self-recrimination. There’s a big difference between self-reproach and taking responsibility. Suicide is not actually the most sincere form of self criticism, it’s taking responsibility. Consider this language: “I was not prepared for the questions, I’ll really need to bone More...

Many people treat their states like there is nothing they can do about them. Worse, they amplify them into Greek tragedies. It reminds me of the old joke, “Everybody talks about the weather, but nobody ever does anything about it.” Successful people will tell you, though, that you can exert a great deal of influence over More...

You may manage your time well, but you must manage your emotions, if someone cancels and that puts you into a state of frustration or disappointment, this will drain your energy and affect your presence and creativity with prospects. It can wipe out your self discipline. “Discipline your disappointments.” Turn them around so they empower More...

Knowledge management is a little bit like ‘just-in-time’ inventory management, in which costs are saved by investing in less inventory and less inventory storage. This was made possible for large-scale operations such as Amazon.com through IT applications such as databases and bar codes. For the salesperson, knowledge is your primary inventory, and knowledge management is More...

Now I want to you take a moment to imagine the results of this. First, she has an easy time thinking about priorities items in a calm state of mind. That means that her mind naturally gravitates to them at various times, like when she’s taking a shower, and, eureka! She has more brilliant ideas More...