Uncommon Effort

“If you want to look good in front of thousands, you have to outwork thousands in front of nobody.” Damian Lillard.

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Resume vs Eulogy Virtues

I have been thinking about my legacy this morning. I need to focus less on Resume Virtues, Job accomplishments/Software Knowledge, and more on Eulogy Virtues, what did I give away to others.

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Expectations

Expectation leads to manifestation. I expect to set two appointments today for my team. A clear expectation directs your attention to finding what you were looking for.

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Consistency

What happens on the field is determined by what happens off the field. This applies to business and athletics. How much preparation I put into my day impacts results. I consistently lay out my day the night before and start each day with prayer and exercise.

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Why the close rate is only 17%

Here are the key take aways from a podcast by Scott Savage, Managing Director Franklin Covey:
  1. 42% of the time, decision-makers could not tell the difference between vendors. This was from a BtoB study involving high end sales.
  2. Sellers almost always think they’re different. But it doesn’t matter how different you are if the buyer cannot differentiate between sellers.
  3. Executives and other buyers judge sellers based on their questions, not necessarily their answers.
  4. Your biggest competitor isn’t other companies; it’s the status quo. Be interesting and stand out to convince each decision-maker to choose you and close more deals.
Strategy to close more sales- Be relevant, distinct and memorable.
  • For Relevant, ask yourself what the client truly cares about. What do they wish to buy or add to their current company?
  • Distinct is explaining how they will be dramatically better because of what you can bring to the table. People make decisions based on differences, not similarities. People want compelling contrast.
  • Memorable– Making those differences easy to share and difficult to forget. Use a personalized video message with your proposals, holiday greetings and after meeting somebody at a trade show.
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Prospecting Calls

Prospecting calls are cumulative. I may be getting poor results on one day but it is the cumulative impact of calling each day that will get the results over time. Fight the negative thoughts that try to discourage you. Consistency, discipline and uncommon effort wins every time.

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Laughter

Laughter leads to listening- Jeffrey Gitomer. I need to work on injecting more humor into my conversations and presentations.

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Thoughts

If you realized how powerful your thoughts are you would never think a negative thought. It is a battle of the mind every day!

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Don’t Turn Your Back on the Mountain

I was visiting the Tetons with my wife earlier this month. The locals kept reminding me to never turn your back on the mountain. You may be experiencing a sunny day and then the weather can turn in an instant. I feel the same way about God. Life may be going good and I may forget about God. Life can take unexpected turns at anytime. I will not turn my back on God in Good and Bad circumstances.

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Success versus Significance

The focus is on me when trying to be successful. I need to pivot and work on being significant which puts the focus on helping others.

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