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Guest Article: Avoiding the Activity Trap, by Jeb Brooks
Avoiding the Activity Trap by Jeb Brooks Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.” This is a mistake. It’s...
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In Praise of Failure
In today’s politically correct world the idea there’s no such thing as failure has become so popular that it’s a staple of motivational speakers; sports leagues make sure that every kid feels like a...
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Your Attitude Is Showing–Is It Killing Your Sales?
Whether we like it or not, whether we want it to happen or not, whether we believe it or not, our attitude toward our job, our attitude toward our product or service, and especially our attitude toward...
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The Value of Fear
“I’m not afraid of anything,” goes the boast so often heard from sellers who are trying to impress their manager. The idea that a top seller is so confident, so cool, so well prepared that they’re not...
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Are You Dumbing Down Your SMART Goals?
If you’ve been in the working world for any length of time at all you probably have been introduced to the concept of SMART goals. For those who haven’t been introduced to them: SMART is simply an...
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The Myth of the Nobility of Failure
I’m a failure. I’ve had two failed businesses in the past. I agonized over them. I lost lots of money trying to build and eventually save them. I lost sleep over them. I lost self respect over...
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Fear and the Choice to Fail or Succeed
This past week I acquired a new coaching client. Nothing unusual about that–except this client, like many in the securities industry, finds himself in the position of having 120 days to develop a...
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Lola’s Lesson in Overcoming Mental Roadblocks
Like a great many people, Lola cannot do some of the things she’d like to do, and that puts great limits on her life. Sometimes she can’t go into the hall. Sometimes she can’t go through the door to...
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5 Strategies to Maintain and Strengthen Your Motivation
If you want to be successful you have to be motivated. What is motivation? Motivation is a unique combination of desire, commitment, and energy to reach a goal no matter how difficult it may be or how...
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Take Action Now to Create the Success You Want this Year
Are you in control of your sales career or are you simply going with the flow hoping that you’ll end up somewhere on the plus side? If you haven’t done so already, here are some things you need to do...
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