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MOST RECENT EPISODES
Last week the band Tool released an album for the first time in 13 years. This isn't an album review, but to Jeff, this band represents progress more than most. They began as a metal act in the early nineties and they've changed into something completely different. This band is very, very much the same, but the music has progressed. It resembles the journey that anyone engaged with their purpose, their why, goes through over time. How are you progressing?
Are you buried in your business books? Are you knee deep in the latest entrepreneurial how-to? It might be time to step outside the purely professional and expose your brain to alternative sources of wisdom.
Can you teach me how to close? I need to close more sales. I have a closing problem. I feel like I'm getting the ball really close to the finish line, really close to the goal line and I just can't seem to get it all the way over. I've got news for you. You don't have a closing problem.
That feeling when your heart is full, your eyes well up a bit and your stomach feels funny, that feeling of gratitude. It can hit you at any moment. Last week it hit Jeff at a golf outing with his friends in beautiful Bandon Dunes, Oregon. Gratitude is a feeling that is intricately and inexorably linked to our mental, emotional and business health. Having gratitude is important but recognizing moments where you are experiencing gratitude and sharing that with others is essential.
Why do we overtalk ourselves out of relationships, networking opportunities and ultimately sales. It's easy to blame our own selfishness or narcissism, a focus on ourselves, but oftentimes (maybe even a majority of the time) we overtalk because we're too focused on helping our prospect or customer. But the biggest problem with overtalking is not why we do it or how often we do it but that sometimes we don't realize that we're even doing it.
There are several schools of thought on how to achieve a better work/life balance. Some of those schools ask us to actively slow down, downshift and keep working at a lower level focus while spending time with those we love. These always-on theories of work come with all sorts of unintended consequences.
Managing multiple key accounts presents a multitude of challenges and often requires strategic thinking from everyone involved. Christie took a role in January managing several global accounts along with a team of people within her organization. Today she's sharing trends she's observed in key accounts that will help you quickly determine the health of each. She'll also give you the common factors of successful key accounts in her organization.
The great Jim Rohn once said, "You are the average of the five people you hang out with most." Who are your five? Who are your people? Being conscious about the environment you make for yourself extends beyond the feng shui of your desk. The people you surround yourself often affect what you do with your time and what you do with your time often influences how productive, creative and ultimately how successful you are.
Summer is here and vacation is on Christie's mind. Are you able to disconnect and unplug from your world even for just a few days? It's very difficult and we're pressured from all angles to always be available to our customers and our prospects. But how is that extended pressure affecting our ability to be present and focused day to day?
Jeff has the inside story on one of the greatest basketball players to ever play in the NBA who says that playing against him wasn't fair. You weren't playing him one on one...you were playing him three on one. A powerful story of family, purpose, mindset and playing hoops is the subject of this week's amazing Monday Musing. Plus, Jeff talks to you about why talking things out, even to yourself, is an underutilized by powerful tool.
What does it mean when you get a "no?" Can it be a positive, necessary experience on the road to "yes?" The opportunity of "no" is only a phone call away this week on Monday Musing.
Boundaries. Ever heard of them? How strong are yours? When is enough enough? When is it enough from a customer? When do you decide that the customer isn't right? That you need to stand up for yourself? What is the boundary that you set for yourself? When is enough...enough?
For the next few weeks Christie is experimenting with Atomic Habits based on the book by James Clear.
Atomic habits are incredibly small but have a massive impact when repeated hundreds and hundreds of times. So the concept here is not to conquer the world in your habit, but to find that little something that is so easy to accomplish that your mind can't talk you out of it.
Christie discusses the first atomic habit she has chosen to develop and the challenges she is already facing. Will you join Christie on her journey?
This week is all about habits, the good ones, the not so good ones, and the ones we'd love to create. Christie has just finished reading a book called Atomic Habits by James Clear. The basic premise is that the biggest change can come from the smallest habit repeated hundreds and hundreds of time. You ultimately reach a level of proficiency and eventually mastery by simply doing certain things consistently every single day.
Today, Jeff muses on the conflicts that success creates and the sacrifices and trade offs we all make in the name of balance.
Powerful curiosity and powerful questions can be important in a discussion with a customer. But there is a point where you have to say, okay, I think we have enough information to move forward with the next phase of recommendations.
What kind of "motions" do we go through as salespeople? What grooves do we settle into that keep us from reaching our full potential?
Curiosity is a word that we are proud of in our society and I think many of you might even have described yourself in that way in the past, but how often does that translate into questioning to truly understand?
How do you grade your customers? How do you find and create better ones? Jeff is taking you back to school today on this Monday Musing.