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Your Prospects Don’t Care About You … But They Love to Talk About Themselves.

Prospects and individuals in general are self-centered and really only care about themselves. Given the opportunity, they are happy to discuss every detail of their world, situation and [...]

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Thinking Comes Right Before Trouble.

We have all heard that any strength to an extreme is a weakness, although many of us fail to really understand this principle. Knowing our strengths and seeing them as potential limitations, will [...]

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Be Careful of Running into Your Own Thinking.

Too many people in the role of Business Development get caught up in the mechanics, the questions, the presentation and the processes. It’s certainly important to know what to do and how to do [...]

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Sales Is No Place to Evaluate Your Self-Worth.

Fear of rejection is one of the biggest inhibitors for people in sales and Business Development roles. This is because these individuals equate their Business Development role performance with [...]

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Goals Must Come from Our Core.

Much has been written about motivation, and experts agree that effective motivation is ultimately self-motivation. We are motivated to either avoid a pain or pursue a pleasure. Motivation can [...]