Success requires self-discipline. Every day in our lives, there are things we must do. Sometimes we feel like doing those things and sometimes we don't. But one thing is certain.

The Mindset of Market Domination

I'm not a huge fan of the "woo-woo" or "rah-rah" aspects of mindset that are preached by other people. But, if you plan to dominate your market, you need to

The Gaps in Your Business

When visiting London, many years ago, I noticed signs throughout their subway system -- what they call the underground. The signs said "Mind the Gap," referring to the gap between

The Path to Extreme Competence

Many salespeople just "wing it" when talking to clients. They think a little product knowledge and a decent personality are all it takes to win clients and close sales. And

Speed of Implementation Determines Success

Each year I go to industry trade shows, and whether in-person or virtual, I find some people who have achieved extraordinary results since our last meeting, while others seem stuck

It is True that Buyers Are Liars?

There's a phrase that's been popularized in sales which says "buyers are liars." It refers to those who say they want one thing but end up buying another. I've never

Is Your Business Invisible to Customers?

Many businesses and professional practices struggle, not because they aren't good at their chosen profession, but because they're essentially invisible to their target market. They may be great at what

Stop Recruiting and Ignoring Salespeople

Many businesses spend a ton of money trying to recruit new salespeople, but they spend little to nothing to help train and support the ones they have. David: Hi and welcome

The LAIR Method: 4 Steps to Success

Some people say that education is never wasted. I completely disagree. My feeling is that unapplied education may be the biggest waste of all. David:

How to Think, Act & Communicate Like a Leader

In the past you've said that market leaders think, act and communicate differently than the rest of the population. What do you mean by that? David: Hi and welcome to the

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