We were staying at a lovely golf resort in St. George, Utah, but that's not what we were playing. Instead, when checking out the pool area, my husband and I discovered an outdoor ping pong table.

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Last year over 20,000 people signed up for this free online summit on May 7th. Even if you're busy that day, you'll want to register for it. Why? Great content AND you can listen in later. 

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This is the final half of my interview with Heidi Grant Halvorson, bestselling author and social psychologist who studies motivation and goal achievement.

Today we talk about how goals evolve over time, the best mindset to reach them and much more. Enjoy!

Read Part 1Download PDF | Listen to Audio 

 

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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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