Posted on Monday, November 25, 2019

Finish Strong in 2019: End the Decade Right

The end of 2019 is quickly approaching, and with it comes all the usual nostalgia regarding the year’s ups and downs. Everyone wants to finish the year with a bang. But I had a realization the other day that came as a surprise.

Have you taken a moment to realize that not only is the year ending, but the DECADE is ending as well? That’s right, people! We’re closing the book on the teens and entering the ‘20s. As we approach this monumental moment, how should we reflect, celebrate, and prepare to finish strong this decade?

Posted on Monday, June 17, 2019

Prospecting by Phone: Don’t Believe These Myths

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I’m hearing some wild rumors going around. Word on the street is that prospecting has changed, and we need to get with the times and ditch the phone. It seems I need to set the record straight.

People are making scores of excuses these days about why they can’t pick up a phone. They’re sending emails or messaging prospects on LinkedIn in the hopes that a truly brilliant message will get them a reply. That’s simply not how prospecting works. And I’ll tell you why.

Posted on Monday, April 1, 2019

Getting the Most Out of Networking Events

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Let me set the scene for you: You go to a great networking event. You leave the room feeling fired up. You met some great people, and you can’t wait to talk to them again.

But then you go back to your office. Maybe you booked a meeting directly after the event, or maybe your day just gets away from you. And as you’re unloading your portfolio or taking off your jacket at the end of the day, you see those four business cards. What happens next is a tale we’re all familiar with.

Posted on Monday, March 18, 2019

3 Reasons Why You Struggle With Delegation

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The dreaded “D” word: delegation. Why is delegation so difficult? Why do so many of us have such an iron-fisted grip on our workload that we can’t imagine putting even a small piece of it on someone else’s plate?

Delegation is a very difficult thing to do. When you take pride in your work and you’re motivated to succeed, it can be terrifying to place any portion of that responsibility in the hands of someone else. I’ve found that we will come up with almost any excuse to avoid delegating, but these are the top three offenders.

Posted on Tuesday, March 12, 2019

40 Ways to Win Every Morning

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We’ve talked before about how important and empowering it is to establish a winning morning routine. But that’s not the only way to get your day started off on a great note.

How would you feel if I told you there were dozens of ways for you to score wins before the clock strikes eight a.m.? Here are 40 of my favorites.

Posted on Monday, March 4, 2019

How to Run Effective Proposal Meetings

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In the world of sales, there are few things more important to your success than being able to execute a proposal meeting effectively. The trouble is, there are a lot of ways to fall short of that goal.

If you’ve ever found yourself sitting in bumper-to-bumper traffic when you’re supposed to be at the client’s office in five minutes, or standing over a copier praying for it to stop making that grinding noise and spit out your papers already, you’re doing it wrong. Thankfully, there’s an easy fix.

Posted on Monday, January 28, 2019

Taking a Step versus Taking Action

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How often have you patted yourself on the back for signing up for a new exercise class or spending two hours researching prospects? Now, how many times have you gone on to drop the ball on those things?

We humans struggle with follow-through. It’s one of our regular downfalls. We’re great at taking that first step, but often pretty terrible at seeing things through.

We miss out on a lot of opportunities because of it. What is it that stops us, and how do we get past it?