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Achieving success is really a very simple thing. It’s a three piece puzzle:

1) You need to be smarter than the competition.
2) You need to work absurdly hard for a really long time.
3) You need some dumb luck. Read More

Having a process that everyone adheres to and executes is what make professionals champions, be they in sports or sales. Having structure and metrics to drive success actually makes execution simpler. Read More

Spending the time thinking about the language, writing it down, and rehearsing it will build your confidence and your competence as a salesperson. Read More

Maybe it’s my age, but I’m finally able to confront the fact that there are a few business lessons that are:

1) Unquestionably true
2) Have been taught to me by mentors, customers and various & sundry successful, experienced executives
3) Have been beaten into me by the relentless force of Read More

I just walked from a great job as head of sales where I was well-liked and appreciated. It feels kinda like I opened the door and jumped from a perfectly fine airplane. It seems crazy. When I share the news, Read More

Do everything you can to play the game as well as you can, and develop the highest level of competency at the fundamentals. Then, get lucky. Read More

“A man can fail many times, but he isn’t a failure until he begins to blame somebody else.” – - John Burroughs

Failure is not due to someone else or some external factor. It’s you. It’s always you. Read More

Social Selling is great addition to any sales approach, but as with anything it has to be in balance. Lose that balance and you risk blurring the difference between contact and real engagement. Read More

If you are going to make one of your resolutions to lose weight, there isn’t anything heavier to lug around than the three following items. Read More

On January 14, 2011, my business partner and friend, Dave Brock, and I will launch the Future Selling Institute. Read More