#Live-Better-Sell-Better

I've seen this quote 1000 times too many and I'm tired of it.

"Hard work beats talent if talent doesn't work hard"

This is bullsh*t and here's why.

If someone is 2-3x better at something than you.

Say it's cold calling, or discovery or demo'ing, pattern recognition, time management, literally anything.

How much harder do you have to work to match them?

2X HARDER.

And that is just to MATCH their results, not beat them.

So if they put in 40 hrs, you have to put in 80 hrs to get the exact same results.

Think about that for a second.

It's like people forgot that you actually have to be good at something to succeed.

Every top sales rep I have ever had worked hard, but did they work 2-3x harder than everyone?

No, no they didn't.

They were just 2-3x better.

Hard work isn't enough to overcome talent alone.

All this hustle porn, work harder, I'll just out...

Here is a question you should ask yourself on a daily basis.

"Is what I'm doing right now bringing me closer to or further away from my goals?"

Let that sink in for a second.

I try to ask this 3-5 times a day because it leaves very little room for BS or excuses.

Either what you're doing is bringing you closer in some way to a goal or it's taking away from it.

There is no neutral.

I saw a great quote one time that said something along the lines of this.

'Even if you're on the right track, you'll get run over if you don't move.'

If success is an upward climb, then the moment you sit still you move backward.

NOW BEFORE YOU GET THIS TOO TWISTED.

This does not mean you can't relax.

This does not mean you can't hang out with friends.

This does not mean you can't binge-watch a show from time to time.

Rest, Self Care, Joy, etc are all very important g...

Yesterday I took the SDR org through a guided visualization session to start the day.

Called them all together at 6:45 am

Had them shut their eyes.

Then took them through this process.

First Picture of your favorite place in the world.

Someplace that has a lot of meaning to you a place that makes you feel happy and secure a place that brings you lots of joy.

And visualize it as vividly as you can, really put yourself there

Then picture something that they were incredibly proud of.

Something of that made them feel very good about themselves but also to picture the challenges they had to overcome to achieve it.

It isn’t just about the accomplishment but rather what were the obstacles you overcame in order to achieve that achievement.

Then picture having a perfect day at work. What would that look like. How would you behave?

Then picture somet...

"What do you do if the prospect doesn't know they have a problem?"

Let me tell you what you can't do first.

Tell them.

You can't just tell them they have a problem.

Just like an addict, you can't just tell them they need to get help... sound familiar Scott Leese? (No I'm not calling Scott an addict, calm down)

Your goal has to be to make them aware of the IMPACT that the problem is having.

You do this by getting them to ask themselves or their team members they haven't before.

Questions like

"When's the last time you check on ________"

"When's the last time you _________?"

"How are you able to do _________ right now?"

"Do you know how your team is doing __________?"

"If you're doing ___________, then __________ might be happening for you. Is that the case?"

"Here are 4 things to check on with ___________, if all is good, let me know, if not, we sh...