Add & Subtract

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“The process of change is made up of addition and subtraction. Taking something off and then putting something on. – Creflo A. Dollar

We all fall into ruts.

Somewhere there is a COMFORT ZONE we need to escape. 

Because at some point, our Comfort Zones turn into our DANGER ZONES.

Here are two KILLER QUESTIONS from Brian Tracy to ask yourself that can help get us unstuck:

  1. What’s the ONE THING I could START doing today, if done consistently, would have the BIGGEST IMPACT in my life?
  2. What’s the ONE THING I could STOP doing right now, if I never did it again, would have the BIGGEST IMPACT in my life?

Major overhauls are rarely needed.

We don’t need another technique or life hack.

What we need is to ask ourselves a few TOUGH QUESTIONS.

Add a little self-awareness.

Then have the COURAGE to take consistent action on what we find.

Decide what’s missing.

Add it.

Figure out what needs to disappear from your life.

Subtract it.

Life can be that simple.

It’s just not easy.

#Add&Subtract

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

Build Your Monument

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Deeds, not stones, are the monuments of the great. – John Motley

In RJ Palacio’s book “Wonder”, August ‘Auggie’ Pullman is a 5th grader trying to fit in to his new school.

There’s just one problem.

A chromosome problem.

Auggie was born missing one.

This condition caused his appearance to be unlike anyone else’s in the school.

Palacio describes Auggie as “an ordinary kid with an extraordinary face”.

“Wonder” tells the story of how this 11 year old deals with being singled out, excluded, ridiculed, ignored and noticed everywhere he goes.

All because he doesn’t look like everyone else.

Could you imagine?

The book is INSPIRING and funny.

And at times uncomfortable.

But like all good books, it teaches a LESSON.

Acts of KINDNESS stand larger than stone monuments to the people we help.

One of the fun characters in the book is Auggie’s English teacher, Mr Browne.

Each month Mr Browne inspires his students with a PRECEPT.

Here’s October’s Precept:

“YOUR DEEDS ARE YOUR MONUMENTS”

This quote, which Mr Browne told the class, “was carved on the tomb of an Egyptian Pharaoh”, describes a timeless truth:

Actions speak louder than stone.

What we DO becomes our legacy.

Our DEEDS have a BIGGER impact than anything we SAY or THINK.

Life is about taking action.

And our ACTIONS give us our best chance to impact the lives of others.

This idea reminds us of that great line from Maximus in the opening scene of the movie Gladiator, “What we do in life echos in eternity.” 

Every KIND ACT we do is another stone cast into our legacy.

Mr Browne challenged his students to write down what October’s PRECEPT meant to them.

Here’s what Auggie wrote:

“We should be remembered for the things we do.  The things we do are more important than what we say or what we look like. The things we do are like MONUMENTS.  They’re like the pyramids the Egyptians built to honor the pharaohs. Instead of of being made by stone, they’re made of memories.  YOUR DEEDS ARE YOUR MONUMENTS.”

Time to build.

#BuildYourMonument

-Joe Ciccarone

http://www.SalesVibe.Net

 

Enough

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“The greatest misfortune is not to know contentment.” – Dao De Jing

Kurt Vonnegut and Joseph Heller were attending a party at a billionaire’s estate on Shelter Island, NY.

Heller, the author of Catch 22, one of the most acclaimed novels of the the 20th century, was asked a question.

Vonnegut: “Joe, how does it feel that our host made more money yesterday than ‘Catch-22’ has earned in its entire history?”

Heller replied:  “I’ve got something he will never have.”

Vonnegut: “What on earth could that be, Joe?”

Heller:  “The knowledge that I have ENOUGH.”

Ambition is a double edged sword.

What fuels our ambition is the same thing that keeps us from enjoying what we have.

The need for ‘MORE’ can crush our HAPPINESS.

It stops us from feeling GRATITUDE for the gifts we already have.

Even after we aquire ‘MORE’, the next level always comes into sight.

Ryan Holiday wrote, “It’s delusional to think that doing more of the same will bring about a different result.  The need for more will keep you from being happy.”

HAPPINESS and GRATITUDE can’t be found externally.

They come from within.

Over 2,500 years ago Lau Tzu wrote, “When you realize that nothing is lacking, the whole world belongs to you.”

There’s no denying there are some things we need MORE of in our lives.

But they are those intangible soft skills that can’t be bought or shown on a balance sheet:

EMPATHY.

GRATITUDE.

SELF-AWARENESS.

More TIME with the people we care about most.

Nothing we BUY or SELL can ever take the place of these.

Because what’s essential is invisible to the eye.

On his death bed, Sam Walton, the founder of Walmart and Sam’s Club, was the richest person in the world.

As his family gathered around his hospital bed during his final moments, Walton looked around the room and said his last words, “I blew it.”

No need to blow it.

Stay ambitious.

Keep showing up.

Please give us your best work.  

Just make sure to measure what matters.

#Enough

-Joe Ciccarone

http://www.SalesVibe.Net

The Hard Part

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“The hard part is to just keep going.” – Shunmyo Masuno

It’s easy to start.

It’s fun to make RESOLUTIONS.

You join that new gym.

You start a blog.

You take up Brazilian Jiu Jitsu.

Goals are set.

Excitement builds.

Then it happens….

The Achilles’ heel of human nature shows up.

Inconsistency.

Your new project is no longer fun or easy.

The excitement of the start fades like the Phillies playoff hopes in September.

Welcome to the THE HARD PART

Darren Hardy said, “Consistency is doing what you said you would do long after the mood you said it in has left you.”

Consistency creates your reputation.

Consistency separates the AMATEURS from the PROFESSIONALS.

An Amateurs waits for the mood to strike them.

A professional shows up when it’s inconvenient.

Consistency will make you relevant.

What does consistency look like?

It’s the writer who writes 200 words a day no matter how busy their day was.

It’s the parent who makes the baseball game coming from the airport.

It’s the runner hitting the pavement at 5am when its dark and drizzling.

Keep showing up.

Do the work.

Especially when you don’t feel like it.

Because that’s where the MAGIC happens.

It won’t be easy.

But will be totally worth it.

#TheHardPart

-Joe Ciccarone

http://www.SalesVibe.Net

 

22 Paths

“I’m not saying that you have to be a reader to save your soul…I’m saying it helps.” – Walter Mosley

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The morning we spent together in Madison was a special one for me.

It was privilege to speak to such an impressive group of people.

I am grateful for the TRUST you gave me investing 2 hours of your time.

Below is a list of the source material that the Sales Vibe course is based.

I included a brief summary following each book.

They come from some of the BIGGEST thinkers out there.

These books are an opportunity,

It’s chance to steal some of the best IDEAS, TACTICS, and STRATEGIES that can help you rock out SALES and LIFE.

Here are 22 PATHS you can explore.

MINDSET

Meditations  by Marcus Aurelius. The most powerful person on earth writes notes to himself on how to be a better person .  Think about that for a second.

GRIT: The Power of Passion & Perseverance by Angela Duckworth. The secret to outstanding achievement is not talent but a special blend of passion and persistence.  Duckworth shows why GRIT eats talent for breakfast.

The Only Sales Guide You’ll Ever Need by Anthony Iannarino.  Iannarino writes “To succeed in sales you need three things: a Mindset, a Skillset, & a Toolset.”  Same goes for life.

Mindset:  The New Psychology of Success by Carol Dweck.  This book made the term “mindset” hip.  Greatness is created, not born.

The Daily Stoic by Ryan Holiday.  Holiday distills ancient stoic wisdom into 1 actionable thought each day.  Holiday is the modern day Sun Tzu.

The Little Gold Book of Yes! Attitude by Jeffrey Gitomer.  Gitomer is the best sales trainer on the planet.  He also wrote one of the best books on how to create a winning attitude.

Extreme Ownership by Jocko Willink & Leif Babin.  Willink spent two decades training & leading US Navy Seals in combat.  He shows how the lessons learned on the battlefield can be applied to the boardroom. #GetAfterIt

Secrets of Closing The Sale by Zig Ziglar. Ziglar is famous for saying “You will get all you want in life if you help enough people get what they want.” Written in 1985, it’s still one of the greatest sales books ever.

SKILLSET

The Art of Exceptional Living by Jim Rohn.  Tony Robbins was working as a janitor when he met Jim Rohn.  Rohn taught him these principles to lead an exceptional life. Gold.

The 7 Habits of Highly Effective People by Stephen R. Covey.  Covey’s book is one of the top 10 read books on Amazon.  He boils the secrets of success down into 7 habits.

The Daily Stoic Journal: 366 Days of Writing and Reflection on the Art of Living by Ryan Holiday.  This is the follow up to Holiday’s Daily Stoic book.  This is one part journal, one part life lessons based on stoic philosophy.  It’s part of my daily routine.  

The Little Red Book of Selling by Jeffrey Gitomer.  This book is the best selling sales book of all time.  You can put Gitomer’s ideas in to action 30 seconds after you read them.

The Little Black Book of Connections by Jeffrey Gitomer.  Gitomer teaches how to connect, engage, and get invited back.  Hint:  “Start friendly, or don’t start at all.” 

Good To Great by Jim Collins.  “If you have more than 3 priorities, you don’t have any.”

Digital Minimalism by Cal Newport.  Newport has been called the Marie Kondo of technology. Newport shows how technology is neither good nor bad. It’s our responsibility to control our screens, before they control us. This book shows how.

The Very Little But Very Powerful Book on Closing by Jeffrey Gitomer.  Gitomer shows you how to close sales that build relationships and create partnerships.  This short book also gives you some killer questions that will move the sales process forward.

The Lost Art of Closing by Anthony Iannarino.  A salesperson job is to ask for and obtain commitments. This book shows you how to be a closer.

TOOLSET

The Sales Bible by Jeffrey Gitomer. The Sales Bible is the most complete book on selling ever written.  Fantastic.

Power Questions by Andrew Sobel. I read books then give them away.  I kept this one and refer to it before BIG meetings.  It’s filled with killer questions.

This Is Marketing by Seth Godin.  A gamechanger on how to approach sales & marketing.  Godin shows you how to do work that matters for people who care.

Think & Grow Rich by Napoleon Hill. “Strength and growth come only through struggle and effort.”  Timeless wisdom.

The Obstacle is the Way by Ryan Holiday“What stands in the way becomes the way.”  Struggling through something? This is your book.

Lists can be overwhelming.

Tame it by picking just one.

Then find one idea from that book that resonates with you.

Challenge yourself to put that idea into your daily routine.

Day by day.

Step by step.

That’s the formula.

Go…

#22Paths

-Joe Ciccarone

http://www.SalesVibe.Net

 

Drop the ‘F’ Bomb

“Starve your distractions, feed your focus.” – Unknown

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It was July 9th 1997.

Steve Jobs was leaving his “personal wilderness”.

This was the day Jobs returned to the company that fired him.

Jobs retook the role of Apple’s CEO.

It was a dark time for Apple.

The company was almost bankrupt.

Apple’s customer base (and Wall Street) were jumping ship.

Apple had lost its way.

The pressure was on Jobs to deliver.

What was Jobs’ FIRST MOVE as CEO?

Did he lay off 30% of Apple’s workforce?

Did he travel the country making promises to analysts?

Did Jobs try to sell the company?

None of the above.

Jobs first move was so SIMPLE that it shocked many inside and outside of Apple.

Jobs dropped the “F Bomb”.

He FOCUSED Apple.

Jobs stripped Apple down to only four core products.

Apple would discontinue everything else.

All of Apple’s resources would be FOCUSED on its best products.

Job’s said in an interview, “It means saying ‘No’ to the hundred other good ideas. You have to pick carefully…Innovation is saying ‘No’ to 1,000 things.”

Jobs gives us a powerful one-word SUCCESS STRATEGY:

FOCUS. 

He shows us a killer TACTIC to execute this strategy:

SAYING “NO”.

It means saying “No” to:

  • Low value meetings and conference calls.
  • Invitations to events with marginal friends that gobble up your time and money.
  • Being constantly distracted by social media.

Where there is no FOCUS, distraction reigns.

DISTRACTION has killed more careers than any recession ever could.

The irony is not lost that one of the universe denting products Job’s FOCUS strategy helped Apple create was the iPhone.

Which may be the greatest distraction device in human history.

But that’s a subject for another day.

Seth Godin wrote, “If it’s going to distract you from the work that truly matters, pass.”

Take pass on what’s no longer relevant.

Lean in to what really matters.

BLOW UP your distractions.

Dent your universe.

#DropTheFbomb

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

The Finest Hour

“If you’re going through hell, keep going.” – Winston Churchill

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There is an old saying, “Adversity reveals character.”

Many people crumble at the first sign of difficulty.

As soon life knocks them down, they FADE AWAY.

There’s another group that responds in a different way.

They RISE to the occasion.

ADVERSITY actually makes them better.

How you respond to ADVERSITY will determine the direction of your life.

ADVERSITY will show up at the worst time.

How will you RESPOND?

Will you RISE UP?

Or just FADE AWAY?

One of the greatest examples of LEADERSHIP under extreme ADVERSITY is Winston Churchill.

Churchill faced the daunting task of leading Great Britain against the Nazis during World War 2.

The month of June 1940 was exceptionally trying.

The “Battle of Britain” was underway.

Britain’s Royal Air Force was fighting Nazi Germany literally in the skies over their homes.

The fate of Britain and Western Europe hung in the balance.

On June 18, 1940 Churchill addressed Parliament.

Speaking in a Parliament under incredible PRESSURE and to a nation facing extreme ADVERSITY, Churchill delivered one of the greatest speeches of the 20th century.

The address would become known as Churchill’s “Finest Hour” speech.

One of the speech’s memorable lines is relevant today as when it echoed through Parliament.

Churchill said, “Let us therefore brace ourselves to our duties…that if the British Empire lasts for a thousand years, they will say ‘This was their finest hour…’.”

There it is.

GAME PLAN to take on ADVERSITY in one sentence.

Firm your resolve.

Do your job.

Make it YOUR FINEST HOUR.

We may not be saving the free world.

But we are impacting OUR WORLD.

Life is going to test you.

No need to FADE AWAY.

Rise to the moment.

Be a Churchill.

#TheFinestHour

-Joe Ciccarone

http://www.SalesVibe.Net

 

Growin’ Up

“God have mercy on the man who doubts what he is sure of.” – Bruce Springsteen, Brilliant Disguise

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In “Springsteen on Broadway”, Bruce Springsteen’s epic 3-hour journey through his life and music, The Boss tells a REMARKABLE story about his relationship with his father.

Springsteen reveals he sang many of his songs through the eyes of his dad.

Springsteen’s father lived a life very different from Bruce.

His dad was a blue collar, hard drinking, factory worker who struggled through life and his relationships.

Springsteen says, “My father was my hero. And my greatest foe.”

Just days before Bruce’s wife gave birth to their first child, Springsteen’s dad drove over 500 miles and arrived unannounced at his front door.

Bruce said his dad wanted to “Apologize…and warn me of the mistakes he made, so I would not make them myself.”

Springsteen calls this the greatest moment he ever had with his dad.

His dad wanted to change from a GHOST to an ANCESTOR in his life.

What’s the difference?

ANCESTORS show the way forward.

Ancestors create a path.

They make life better for those that come after them.

We build on their work.

We stand on our ancestors’ shoulders.

GHOSTS are the opposite.

Ghosts are focused on themselves.

They have very little or even a negative impact on your life.

They are easily forgettable.

Ghosts pass by and quickly disappear.

Almost like they were never there.

These RELATIONSHIPS also exist in our PROFESSIONAL LIFE.  

What kind of path are your leaving for others to follow?

Who is better off because you showed up?

Will you be missed when you’re gone?

The world needs more ANCESTORS.

We’ve heard enough GHOST stories already.

#GrowinUp

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

The Best of 2018

“Here’s to those who inspire us and don’t even know it.” – Anonymous

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Here are 3 of the BEST BOOKS I discovered this year.

A great book changes the way you THINK.

A great book makes you SEE the world differently.

A great book changes how you APPROACH life.

These 3 are that type of book.

As a BONUS, I also included my favorite PODCAST episode of 2018.

Conspiracy: Peter Thiel, Hulk Hogan, Gawker, and the Anatomy of Intrigue (by Ryan Holiday) 

Holiday is my favorite author.  His latest book “Conspiracy” is a modern-day combination of Machiavelli’s “The Prince” and Sun Tzu’s “The Art of War”.  I knew little about Peter Thiel.  I’ve not thought of Hulk Hogan since high school.  I never heard of Gawker.  No matter.  This is an amazing book about strategy, the danger of hubris, ego, and human nature.  Two of Holiday’s other books, The Obstacle is the Way and The Daily Stoic, are the books I gift most to others.

The Captain Class: A New Theory of Leadership (by Sam Walker) 

Hands down the best leadership book of 2018.  Walker goes on a search to find – What makes a team elite?  How does a great team become a dynasty?  It’s NOT how much they spend.  It’s not their “system”.  It’s not even their star players.  It’s whether or not they have great CAPTAINS. The Captain may not be the most talented or well know, but they are the glue that holds the team together.  The captain’s GRIT, TENACITY, and CHARACTER determine how far their team can go.  Amazing stories.

Leadership In Turbulent Times (by Dorris Kearns Goodwin)

Goodwin explores the decisions that shaped lives and times of four of the greatest US Presidents – Lincoln, FDR, Theodore Roosevelt, and Lyndon Johnson.  Kearns shows how good leaders became great leaders by rising to the occasion of unbelievably difficult circumstances.  This is one of those massive books that you are bummed when you hit the last page.

Bonus:  Best Podcast Episode of 2018

The Tim Ferris Show:  Coach George Raveling — A Legend on Sports, Business, and The Game of Life (#332) 

Raveling is a pioneer in civil rights, business, and coaching.  If a university ever offered an MBA in Life, this podcast would be on the syllabus.  Do yourself a favor and download this episode.  It’s a master class on how to live an incredible life.

Hope you enjoy.

Wish you a REMARKABLE 2019!

#TheBestOf2018

-Joe Ciccarone

 

Answer the Bell

“There is no such thing as failure.  There are only results.” – Tony Robbins

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TOUGH BATTLES will inevitably find us.

At some point, we are going to have to step into the ring and fight our version of Apollo Creed.

We will be in a FIGHT that will test us like nothing before.

Be ready to bring your GRIT, GUTS, & CREATIVITY.

But also, be ready to cut yourself some SLACK.

Because things will not go as planned.

Like Rocky, our Apollo will KNOCK US DOWN.

More than once.

No BIG deal.

Just put your mouth piece back in.

And GET BACK UP.

Ding. Ding.

#AnswerTheBell

-Joe Ciccarone

http://www.SalesVibe.Net