Monthly Archives: November 2017

In an interview with Anders Ericsson, Daniel Pink explored the science behind why perfect practice leads to greatness. If only activity alone were enough. We examined this in the post where Joanne Black reminded us that prospecting activity is not...
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Joanne Black reminded me of the important distinction between an activity driven sales strategy and a productivity-driven sales strategy. Joanne’s teaching in this area reminds me of one of the major financial firms who measures new their advisors on an activity...
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Jeffrey Gitomer succinctly lists reasons that prospects hesitate to make a buying decision. What are the reasons causing your prospects to hesitate?  Jeffrey helped me clarify the list of reasons that a prospect hesitates to make a buying decision. Have you compiled...
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Geoffrey James helped me clarify in my thoughts some of the key characteristics for successfully working at home. An example of what I learned from Geoffrey is his thoughts about the key characteristics of a successful home office worker.  His...
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This post summarizes a series posted earlier this month in which I gave 10 examples of clients who benefitted from my consulting or training. The common factor among them is that practical, experienced-based know-how can make big difference in their...
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