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My book “Eliminate Your Competition” is available from your favorite book retailer

My book “Eliminate Your Competition” is available from your favorite book retailer

You may purchase my book “Eliminate Your Competition” from your favorite book retailer. The ebook version is available at the most popular retailers such as Apple, Amazon, Barnes & Noble. The paperback version is also widely available at such retailers as Amazon, Barnes & Noble, and Books A Million.   Only the winner of the …

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Your Personal Brand Is Important

Your Personal Brand Is Important

I have had the privilege of working with some of the best salespeople in the world. At the very top of that list of excellent salespeople would be Dean Wiener. Dean recently put out a post on LinkedIn giving advice to other salespeople as to the importance of his personal brand. With his permission, I …

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Do’s And Don’ts For Your Sales Kickoff

Do’s And Don’ts For Your Sales Kickoff

Many organizations structure and plan their SKOs as isolated events – rather than springboards for the entire fiscal year – and neglect to prepare their sales team, pre-SKO, or follow up afterward. For example, 84% of organizations don’t conduct sales rep training in advance of their SKO for context, and 71% don’t deliver post-work or follow-up training to reinforce what was learned. A surprising 42% of participants said they wished their company would integrate their SKO’s theme and messaging into the rest of the year.

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Six Ways To Gain Credibility

Six Ways To Gain Credibility

What makes a customer actually trust you? It is much more than your technical knowledge and capabilities, as those are the basic table stakes that customers expect of any salesperson with. For a salesperson, it is a combination of honoring your commitments, speaking the truth, and acting in the best interests of the customer – even if that may occasionally conflict with the best interests of your own company.

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Stop Selling and Start Helping

Stop Selling and Start Helping

Zig Ziglar frequently told his audiences and students to stop selling and start helping. This is great advice. This is one of the critical steps of becoming a Trapper as opposed to one of the traditional salespeople: a Farmer, a Hunter, or a Gatherer. I spend a lot of time in my book talking about …

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9 Productivity Mistakes You’re Making Each Morning

9 Productivity Mistakes You’re Making Each Morning

There are a number of things you’re probably doing every morning that are actually hindering your productivity. If you’re an avid coffee drinker, you might be surprised to find out that drinking coffee between 8 and 10 a.m can make you more stressed throughout the day. That’s because caffeine early in the morning interferes with the time that the stress hormone, cortisol, is peaking in your body. It’s best to get your fix between 10 a.m. and 2 p.m.

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35 Productivity Habits

35 Productivity Habits

It’s not easy to stay productive constantly all day at work. You could probably spend the entire day on social media and email, and that’s not even counting the things you should actually be doing. For me, it’s one step forward, two steps back. I might feel like I have a handle on my productivity for a few days, but then I’m scattered for the next few days. If you need some tips on how to be productive, this mindmap can help.

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