When it comes to doing high leverage activities, keep in mind the example of the bowl and big sales rock story.  HLA should be done early.  Also, When (Daniel Pink) can help us organize our day.

Your biggest competitor is not your competitor, it's a no- decision.  

Position your value, not your price; that's the message.  Shifting your mindset to selling on value will allow you to see how you can sell more effectively.

There's rational, compassionate and convulsive empathy when it comes to understand what your buyer is going through.

In this podcast I review Andy Paul's new book, Sell Without Selling Out!

When it comes to finding new business, we rely on two overarching strategies:

• We have 'inbound' prospecting (marketing).
• We have 'outbound' prospecting.

And now, we have a third option, Intraprospecting.