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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I once took a position as a sales manager with a Fortune 100 company, having been told was that my unit had been first in the division the year before. However when I got there, I found that the six person unit had three new, floundering rookies and one opening—where the top salesperson in the [...]

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I plan to strengthen habits related to building and deepening relationships.
Included in this area are:

sending more (and more timely) thank you notes.
intentionally connecting more often - with colleagues, clients and other cool people.
making time for friends, creating meaningful memories and conversations.

The key to making these happen is to take action. I have been and will [...]

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I believe this question is extremely powerful because it makes us intentional and conscious as learners. In many ways this is the necessary follow-up question to the
second in this series - What are my goals?
Why?
Because when we set goals by definition identifying gaps in our knowledge.
In my experience most goals require more than just [...]

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While I believe it is valuable to share your most important goals with one or a few people (specifically people who will be supportive of you reaching those goals), I don’t know that I want to share ALL of my most important goals with the entire world in this forum. Besides our family goal setting [...]

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As I will do with each of these questions during this journey, I won’t bare my soul with my complete answer, but I will share items that are true for me and perhaps hold a message for all of us.
The immediate accomplishment that comes to my mind is the publishing, and so-far successful marketing of [...]

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The list of things that excite me about 2008 is a long one. Here are some key ones:

I am excited by the opportunity to travel overseas with my family.
I am excited about writing my next book.
I am excited to learn more about social networks, and build connections with more people.
I am excited to complete some [...]

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Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week?
These questions are relentlessly driven into our heads and for good reason. Like many sales professionals, there’s often pressure to reach quota or a certain level [...]

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1. Not understanding the goal of the call
When you hang up the phone, where do you want to be? What action do you want your prospect to take? What commitment do you want your prospect to make? Too many prospectors don’t identify the goal of their phone call and so they do not get the [...]

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