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Email is Killing Us

In 2007, Merlin Mann penned a series of articles focused on effectively managing email. His now famous Google Tech Talk video Inbox Zero was released the same year. In 2009 (the first year statistics are available), the average business user sent or received an average of 74 emails per day. In 2015, that number grew 64% to 122 emails per day. …

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Sales Performance – Managing The Fundamentals

In my work with sales teams, I insist on ‘managing the fundamentals.’ Every week, sales teams I support hold a formal ‘read-out’ on their basic metrics of prospecting and pipeline contribution. The following is the list of questions we answer for the previous week and last 30 days. [You can download these questions as a printable worksheet HERE] How many calls were made? …

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Cold Call Rant [ Conversica ]

I am the receiving end of cold calls at least once per day. Here is a rant about today’s call from Conversica (who pitch their ability to provide this service for other companies.)  Listen to what I have to say about their approach.

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Learning to create an exceptional life

15 years ago (or possibly longer) I had the opportunity to attend a workshop with The Pacific Institute. To give you an idea of how long ago this was, the course binder included 30 days of reinforcement coaching on tape cassettes. To this day I am grateful for Doreen Lecheler who invited me to this two-day session that forever changed my …

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Are You a Vendor or Trusted Advisor? [VIDEO]

The quality of your relationships is determined by the quality of questions you ask yet how much time time do we spend learning how to ask the right questions? A massive breakthrough has recently transformed how I teach sales professionals to perform discovery in the sales process. This video addresses the challenge of getting prospects to share the truth about what is really …

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Can You Measure Happiness?

First the Truth. Happiness is not a destination. It is not someplace you ‘get to’ and unpack your suitcase and settle in for an extended stay. Happiness is an emotion that only exists in our mind. It is a feeling created by our brain we attribute to external events and circumstances. It is impossible to aspire to ‘be happy’ because nothing …

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Three Mindset Changes to Achieve Your Goals

As I get older, exercise is a critical part of fulfilling on my desire to maintain my weight, energy, and mental clarity. As a former competitive cyclist, I am no stranger to rigorous training but the reality of aging is my body lacks its former flexibility and resiliency. Due to a shortened right femur and mild disc degeneration, my back …

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Those You Surround Yourself With…

Jim Rohn is credited with saying “You are the average of the five people you spend the most time with.” Another (anonymous) quote suggests “If you are the smartest person in the room, then you are in the wrong room” For the past several years I have hosted a gathering at my house every Friday afternoon. Each week while the …

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End Meeting No Shows Forever

I have finally published my Ultimate Guide to Ending No Shows Forever. This is the exact (and super simple) process I implement across every sales team I work with to stop the hours wasted when sales prospects don’t show up. This guide takes you step-by-step through the exact process I use and includes the voice mail and email templates you can use to stop …

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How Cancelled Meetings Kill Productivity (and Your Pipeline)

20% of your scheduled meetings will cancel or no-show. I know because this is a statistic I have tracked over more than 100,000 scheduled meetings. This statistic applies across all sales meetings and regardless of how ‘strong your relationship is. Just Released: My Ultimate Guide to Ending No Shows – CLICK HERE Cancelled meetings and no-shows create extra work for you in the …