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Here are five of the unhealthiest, doom-spelling beliefs and five better beliefs with which you can replace them. Read More
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In a hole? You can only find your way out of the hole when you drop all of the old beliefs that helped you dig the hole in the first place Read More
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When you win on pure luck, you take it as you find it, but you remember that is was an exception to the rule—not the rule. Read More
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You must respect your competition, but that doesn’t mean you have to fear them. Your competition is human, and that means that, even though may have certain skills or advantages, they can be beaten. Read More
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No matter how excited you are about it, no matter how much you believe—and you absolutely must believe—you don’t sell what you want to sell. Read More
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It can be very useful to lower the commitment level early in the sales process, especially to get in. But you cannot get trapped in too small commitments later, when they will unravel your deal and cause you to fail for your dream client. Read More
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Business books, for as long as John Spence has been reading them, have been shamelessly remiss in covering three of the biggest drivers of business success. Read More
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If you want your sales manager to protect your territory, then it your responsible for generating the activity that proves you value the territory. Read More
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After your big presentation, you need to send a thank you letter. But saying thank you could be so much more, if you let it. Read More
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Fighting above your weight class means believing you can win, taking action, and competing on what matters: ideas, people, and delivering results. Read More
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