Protected: 365 Days with Self-Discipline
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Great Things Don’t Happen In an Instant As the popular adage goes, “Rome wasn’t built in a day.” Great things don’t happen in an instant. They occur as a product of a progression of little wins that are strung together and compounded over time. Stephen Covey once said, “All things are created twice. There’s a…
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Sales organizations have sought to create equal opportunities amongst their reps since the beginning of sales. Classic means of separating territories based on geography or industry are imprecise and create lumpiness in opportunities across your sales organization. When some reps have too much opportunity and others not enough, you’re account coverage and pipeline suffers. However,…

Fear = the illusion of having no control. But I’ve learned that there are no mathematical equations in a negotiation. It’s all an illusion. You make it up. And you have to make sure the formula you decide is the formula that wins. Or at least doesn’t lose. Because it’s a deal. Not a war….
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