Recently I had a chance to interview Heidi Grant Halvorson, a social psychologist specializing in the study of motivation and goal achievement. She's also the associate director of the Motivation Science Center at Columbia University.

Heidi is the author of some of my favorite books including Succeed: How We Can Reach Our Goals and No One Understands You and What to Do About It (just released).

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On Saturday, after the third round of the Masters, Phil Mickelson told a CBS interviewer that he'd be wearing black on Sunday. When asked why, he said:

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I'm frequently asked about which CRM system is best. The truth is, it depends what you're looking for. That's why I thought you'd be interested in this independent assessment from GetApp. Hopefully, it'll help.

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The first time I heard these questions, my stomach wretched inside me. They felt wrong. Dead wrong. And, I could never imagine myself asking them.

Yet, they were – and still are – being taught as an effective sales technique. Some of you may even have them ingrained in your sales DNA. But seriously. They’ve got to go!

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In sales, it's tough to cut through the clutter, be remembered, and make things happen. If so, you might want to consider using metaphors. According to presentation expert Anne Miller, these signs are key indicators that a metaphor will help you:

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What's the key to long-term sales success? Short-term sales success. Research by DDI shows that it's important to see significant progress within three months - or else you'll get discouraged and start a downward spiral.

That's why I've always focused on quick start strategies. Knowing how to ramp quickly totally changes the game - whether you're in a new sales position, introducing new products, or targeting new buyers. 

That’s why I thought I’d share Kyle Smith’s story with you — in his own words. You’ll discover how he used Agile Selling as sales training to significantly shorten his own ramp time.

P.S. His boss says he's doing great -- and in a ridiculously short time!  

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The other day, I was doing a podcast interview with Mukesh Gupta from India. He floored me with his closing question:  "What's one thing that's obvious to me, but most people are totally blind to?"

No one's ever asked me that before. But I immediately knew the answer. It's a problem that's pervasive in virtually every sales organization I work with.

No one ever thinks or talks about it – yet if salespeople had this information, it could change everything.

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Rapid Learning Mini-Course Video #7

Yay! You made it to the last video in this Crash Course. If you’re like most people, you’re a bit overwhelmed. Learning agility – and specifically it’s subset, rapid learning – is a totally new concept to you. And, it seems like a ton of work.

You have to do a 30,000-foot scan, ensuring you’re dumping things out of your brain as you go. Then you have to Chunk, Sequence and Practice – all before you’re ready for prime time.

How in the world can you do all this when you’re already working so darn hard – and such long hours?

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Rapid Learning Mini-Course Video #6

Welcome back to the sixth video in this mini-course on rapid learning. The whole goal of this program is to help you become a rapid learner – so you can quickly master new information or pick up new skills.

So far, we’ve focused on Dumping, Chunking and Sequencing. You’ve learned about how to take the “Deep Dive” on that one specific area you’re going to tackle first. In short, you’ve acquired the knowledge you need. But knowledge is worthless if it’s stuck in your head. You have to immediately put it to use, or it will quickly evaporate into thin air.

Up till now, we’ve focused entirely on knowledge acquisition.

Now, it’s time to turn that knowledge into action.

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Rapid Learning Mini-Course Video #5

Welcome back. I’m glad to see you’re focused on becoming a rapid learner. It truly is a skill you can use throughout your career. And another thing, employers are looking for rapid learners.

After taking a high-level scan – the 30,000-foot view – of what we want to learn about LinkedIn, we’ve finally decided that creating a strong profile is the best place to start. Now, we take a deep dive into this area, scoping all the sub-chunks of the overall profile chunk.

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