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Perceptions is reality, and if you perceive that something is difficult, then that will be your reality. But if set expectations for yourself, you will move to meet those expectations, regardless of some realities. Read More

It is easy to get distracted when selling, so why add to it by taking your eyes off the ball only to do something that should have been done differently and definitely at a different time. Work your plan and execute your sales process every day, and you won't find yourself distracted and behind. Read More

If something seems to work for others, but not for you, the smart choice is to try to learn and expand one's skills, not to go running around saying "I can't do this, so no one else can". I don't tell you to stop tweeting, please step aside, and let those who can and know how to, do their thing. Read More

Starting from a position of plenty gives you choice in how you succeed and win in sales. Quality yes, but quantity is good too. Read More

Children's lack of inhibitions, their curiosity and willingness to ask almost any questions make them great role models for sellers. Read More

If you know an emergency is coming, then prepare for it, give yourself the time to deal with it, and miss doing all the other things you still have to do. Read More

How to maximize the quality of the journey through the pipeline and the outcome for both the buyers and you. Read More

It takes more than a title to lead, sometime your best leaders are in the peer group they work with. Read More

It's not just about doing it, sales execution is about doing it right, doing it well, and a continuous improvement of skills. Read More

There are many ways to make your buyer look good, no matter where they are in the hierarchy. Start by exceeding initial expectations and build from there based on their specifics. Read More