I need your help!

Right now I'm up to my ears writing my newest book. It's about making more sales in less time. Sound interesting?

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Have you ever been totally stuck, without a clue about how you’re going to handle a challenging situation? I’ve been there a thousand times. You’d think, after all these years in this business, I’d finally have it all figured out.

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Sometimes it’s hard to look at yourself in the mirror. You might not like what you see. But usually we don’t do that when it comes to our skills and abilities.

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It's that time of year. You've just been handed a new, higher quota for 2016. Or, you've set your own goal to achieve a personal milestone. 

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Every January I take a big GULP! I have since I first started selling. All I can think about is that no matter how well (or badly) I did, I have to start all over again.

Right now, a lyric from an old John Denver tune keeps replaying in my head. I’ve been haunted by it since my days at Xerox: “I can’t be contented with yesterday’s glory…”

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All year long, I've shared countless articles, videos, webinars, podcasts and more with you. But a book — which can be read, studied, underlined, listened to over and over — is a thousand times more valuable.

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Have you ever found yourself staring at your computer because you need to get something done – but you’re totally brain dead? Or, you’re trying to come up with a better way to handle a tough sales challenge, but nothing – and I mean nothing —comes to mind? 

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To me, Rule #1 of Selling is to be crystal clear on your value proposition. Unless you can clearly articulate the outcomes a client gets from using your product or service, it's nearly impossible to get them to change from the status quo.

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Don't miss your chance to listen in on this December 3rd Virtual Sales Kickoff

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I'm excited to announce that I'll be the 1st Sales Executive in Residence at the Center for Sales Innovation at St. Catherine University (St. Kates) in Minnesota.

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