Many startups are advised that there is a cookie-cutter, rinse-and-repeat easy button for scaling sales.

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And when everyone believes, strange things happen, like miracles.

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Winning is when you compete against others.

Improving is when you compete against yourself.

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The printer in the order processing department starts up.

It spits out a purchase order from a customer.

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Avoid the trap of thinking you have something to lose.

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They had rehearsed for this meeting too. We weren't dealing with amateurs. In the enterprise space, we rarely are.

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Did you know that when we think we have reached our limit, we are actually at one-third of our capability?

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It makes us cringe to read that…

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There are few challenges that any sales organization will encounter in the present day that haven’t been solved before.

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Extraordinary does not begin to describe this CEO and the group he has assembled.

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It's easy to be a saint in paradise.

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Two competitors, two teams battling for the honor.

The stakes could be no higher.

In their minds, this is 100 times bigger than the Super Bowl.

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Recent data suggests that over 70% of salespeople will not achieve their 2024 quota.

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An old rancher had once told him...

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Assume good intentions, but get it in writing.

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Prospecting requires the entry-level sales rep to call up a complete stranger, get them to answer the phone, have a conversation, and book a meeting with them.

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That's the thing about using real-life stories. The characters in these stories are real people.

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We were nearing the end of the negotiations over the terms and conditions when...

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This week I respond to a request for more details from The Fighting Chair.

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This week I share tips to help our negotiation skills.

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