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The Practice of Sales

November 17th, 2008 · No Comments

“Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline.”
That statement comes out of my mouth in almost every seminar or key note that I present. Sometimes I follow it up with the ironic observation that [...]

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Tags: Process

Creating Long Term Goals

October 26th, 2008 · No Comments

One of the habits often practiced by highly successful people is the habit of regular goal setting. There is a reason for that. Goals compel you to work with discipline and concentration rather than going about your job mindlessly and routinely. Goal-setting is a discipline that helps you focus. 
This doesn’t mean that you can’t do your [...]

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Tags: Goals

Looking Back - How am I different now than at the start of the year?

January 25th, 2008 · No Comments

I recently heard one of the presidential candidates asked about why their view had changed on an issue. Their response was something like: “I don’t think we want a President who never changes his mind, who doesn’t listen to new arguments, who isn’t open to change.”
This is an incredibly valuable question, because while you have [...]

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Tags: Goals