Ultra-high performers are obsessed with win probabilities. Making adjustments to their approach quickly allows top performers to change course and continue cultivating success.

You are a sales professional and, as Jeb Blount says, an elite athlete of the business world. Wake up every day and make the choices to be better than you were the day before. Most days you will succeed, some days you won’t. That is human. Don’t let the bad days make you fall victim to bad habits...

Days or weeks will go by where it feels like you can’t get a win. People aren’t picking up the phone and when they do you can’t get the appointment, deals keep falling through, and your mind just isn’t in the right space. 

One of the worst feelings we can have as salespeople is complete men...

Awareness is difficult because in order to be aware, we require an event to shake off the guise of delusion.

Often, delusion manifests deeper in those who take the term “individual contributor” all too seriously.

Before the train arrives at the station, the wheels have to turn first. So, my advice for getting your head right, heart right, and actions right is to seek small wins.

Nothing happens in sales unless you make a call to someone and start a conversation. Often a slump can be attributed to a ...

Which means that Just like a marathon, there are highs and lows in sales. Your mental strength will waiver during your career and there will be days that make you want to quit. There will be days when you have no doubt in your mind that you love what you do. There will be days that have no distin...

• Ultra high performers are coachable, listen to others, and know how to receive criticism with an open mind and open hearts.
• Ultra high performers are keen to adjust their actions to find the most successful route.

What this means is that in a sales slump, those salespeo...

Asking great questions that drive a genuine and authentic conversation, then getting that next step, is a huge win during a slump. If you can’t get anything else right, take what you can get. 

My strategy in a slump is to write down those wins in my notepad. Even if it’s in between my other...