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Be Bold: Earn the Right? Poppycock!

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An excerpt from “Be Bold and Win the Sale” by Jeff Shore
Available from McGraw-Hill Business in January 2014

Remember that there is a constant psychological battle waging in your head at all times. The motivating force says, “This is a good time to ask them to buy.” A competing voice—the comfort addict—says, “Remember what you learned in training: you must earn the right to ask for the sales.”

On this point I am the anti-trainer. I am the only sales expert ...

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All-Pro Wisdom: The Seven Choices That Lead To Greatness by Matt Birk and Rich Chapman

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I found that spelling out my goals in my mind and writing them down in my notebook helped me work toward these goals every day by taking the smaller steps that prepared me for the big game.

3D cover All Pro WisdomDreamers or Doers?

When pollsters from the Pew Research Center asked young people between the ages of eighteen and twenty-five about their dreams for the future, 81 percent said they wanted ...

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The Hayzlett Report on SXSW

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What an amazing time SXSW was this year! The food, music, and people – all one great event I think everyone should experience at least once in their life. I hope everyone who attended was able to visit the Kings Hawaiian food truck. Courtney Taira, the granddaughter of King’s Hawaiian founder Robert R. Taira, and her team were swamped daily slinging sandwiches on their signature buns daily. I was able to get my hands on one, ...

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Be Bold: The Science of Rationalizations

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The following is an excerpt from Jeff Shore’s “Be Bold and Win The Sale”. It was recently featured in the Hayzlett Book Club, and you can purchase the book from Amazon.com

book cover Jeff ShoreTake any freshman psychology class and you’ll surely learn a great deal about rationalizations. You will often find them categorized under the heading of “Thinking Errors,” and an appropriate classification that is. We come across a ...

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Tweet Less and Talk More to the Customers and Contacts Who Really Matter

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Technology helps salespeople do many things more efficiently, but to seal the deal, we must put away our toys to have a real conversation. Joanne Black, who was recently featured in the Hayzlett Book Club with her book “Pick Up The Damn Phone!”, explains more.

By Joanne S. Black

Woody Allen said that 80 percent of success is showing up. We show up a lot differently today than when he made that quip. We show up in person and online. But the ...

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Cloud vs. Box: It’s Time to Move

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C-Suite with Jeffrey Hayzlett recently took us inside Autodesk, a $2 billion 3D design software company that is at the forefront of innovation. Their software helps create enormous architectural projects, like the Shanghai Tower, to box-office hits such as Avatar and Lord of the Rings.

Bloomberg TelevisionTo continue their innovation in front of the technology curve, Autodesk decided to move from boxed software to cloud-based computing. It would allow ...

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In Business, Does Honesty Really Pay?

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Domino's Pizza Bloomberg TelevisionIn 2010, the executives at Domino’s Pizza had a hard conversation with themselves after facing three consecutive years of declining sales and a slumping stock price. In consumer surveys, customers were reporting that their pizza tasted like cardboard and the sauce was like ketchup.  Domino’s had to do something drastic. They had to reinvent the way they were doing business, create a better product, and tell the ...

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How MGM is Changing the Conference Game

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MGM Resorts BloombergIn the city of excess with bright lights and neon signs, it would be easy for a $9 billion company like MGM Resorts International to simply say, “It’s Vegas, baby!” Instead, they’re centered around a moral compass focusing on sustainability and philanthropy. They’ve not only made sustainability believable but profitable and attractive.

C-Suite with Jeffrey Hayzlett takes a look into MGM Resorts International and their numerous properties, ...

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Can You Plan to go Viral?

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T-shirt Tattoo CrossFit FacebookThe Internet is a fantastic way to share your message quickly and efficiently to all corners of the world.

What’s even more incredible is when those messages go viral.

Everyone wants to plan viral but it happens when you least suspect it. Maigen Sawyer, a friend and person who does design work for us, sent this photograph to me, knowing my love for bacon. It made sense to share ...

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It’s a Total Brand Takeover in the Fitness Industry

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Bloomberg Television CrossFitImagine a business with no formal c-suite, no real offices, no official structure and where really anything goes. Would you also imagine this business to have a 70% growth rate with over 50 new affiliate locations opening every week? That isn’t a fantasy – that’s CrossFit. Some call it a cult, but the C-Suite aims to get to the bottom of its growth.

C-Suite with Jeffrey Hayzlett  visited CrossFit ...

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