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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My Get Up and Go Must Have Got Up and Went

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On this particular Good Friday in March of 2008, I received a call from their CFO.

In the first fifteen seconds, I can tell he is very uneasy.

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The unenlightened held Pollyanna beliefs that large-scale deals between Fortune 500 companies were not "fights" of negotiation but rather celebrations of friendship forged into a business relationship consummated with feel-good lunches and cocktails.

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Be careful.

We need help.

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Inducted into the Hall of Fame in 2014.

World Champion.

Earned $52 million playing cards.

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Left home at 14.

Quit school at 16.

Never attended college.

When reviewing each task that defines his work, we see that he fails nearly half the time.

Now 42 years of age, he is unemployed.

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