The Next Step

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“Change starts when someone sees the next step.” – William Drayton

Anxiety mocks us.

Vivid images of our future demise play out inside our heads.

We play tense.

This tension keeps us from doing our best work.

Anxiety reloads.

How do you stop this cycle?

Take the NEXT STEP.

You don’t need to leap the entire staircase.

You just need the courage to take the NEXT STEP.

The NEXT STEP starts the process.

The NEXT STEP lays the foundation.

The NEXT STEP changes the momentum.

Anxiety is an IMAGINE DRAGON.

It’s a beast, only in our minds.

How do you slay a fake DRAGON?

One STEP at a time.

Your move.

Step, step, step…

#TheNextStep

-Joe Ciccarone

http://www.SalesVibe.Net

 

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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

 

Game Changer

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“In the middle of every difficulty lies opportunity.” – Einstein

Change is everywhere.

That’s a good thing.

It means you’re still alive.

And in the game.

No need to FIGHT what’s new.

Embrace it by asking this question:

What’s the opportunity?

This question is a GAME CHANGER.

It will change your MINDSET.

It can change your life.

#GameChanger

-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

 

Nearsighted

“Do not dwell on the past.  Do not dream of the future.  Concentrate the mind on the present moment.” – Buddha

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It easy to fall into the FUTURE TRAP.

“Here’s our 5-year plan…”

“This is what 2021 will look like…”

Just a quick reminder…

The future will bring us a thousand unexpected variables we can’t control.

That’s fine.

We can deal with them when they get here.

In the meantime…

Want this to be an AWESOME YEAR?

Focus on the PRESENT MOMENT.

Be fully engaged with WHAT and WHO is in front of you.

Seth Godin likes to say, “It’s not about what’s next, it’s about what’s now.”

Own the moment.

The future will follow.

#Nearsighted

-Joe Ciccarone

 

 

 

 

Say No

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“Half of the troubles of life can be traced to saying yes too quickly and not saying no soon enough.” – Josh Billings

It’s one of the shortest words in the English language.

It has the POWER to free your day.

And clear your mind.

It’s also one of the hardest to say:

“No.”

Want more FREE TIME?

“No, I can’t make it.”

Want to be less BUSY?

“No, I am not available.”

Want to FOCUS more on what matters most to you?

“No, I have something else scheduled.”

Ryan Holiday wrote, “The more you SAY NO to the things that don’t matter, the more you can say yes to the things that do.”

Saying “No” takes COURAGE.

It may even get some people ticked off at you.

That’s fine.

Why?

Because SAYING NO lets you live life on your terms.

No better way to start a new year than doing that.

#SayNo

-Joe Ciccarone

http://www.SalesVibe.Net

Competition

“No Pressure, No Diamonds.” – Thomas Carlyle

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Larry Bird had Magic Johnson.

Bill Gates had Steve Jobs.

Batman had The Joker.

Nothing worth having comes easy.

Eventually, someone (or something) will stand in your way.

They will want the exact same thing you do.

They will TEST YOU to your limits.

They will do everything possible to stop you.

“They” are the COMPETITION. 

COMPETITION is:

  • That swimmer who just beat your personal best.
  • That new drug that has your customer’s attention.
  • That Jiu Jitsu opponent who submitted you in the finals.

Anything that stands between you and your goal is your COMPETITION.

NO CURSING

Here a tip –

Never speak bad of your competition.

Respect them.

BE HAPPY they showed up.

Why?

COMPETITION will make you better.

They will force you to ELEVATE your game to higher levels.

Magic Johnson said in an interview, “My job was to kick Larry’s butt, and his job was to kick mine. I didn’t want Larry to like me. But we both respected each other.”

Think of your COMPETITION as a TEST.

It’s the test you have to pass to prove how bad you really want it.

MIND GAMES

Barbara Corcoran said, “The biggest challenge is not the competition, it’s what goes on inside your head.” 

Winning begins in your MIND.

REMARKABLE people rise up.

AVERAGE people crumble.  

Which one are you?

PERSONAL BEST

How do you beat the COMPETITION?

By NOT focusing on them.

Your path to reaching your goal will be decided by how good you want to be.

The goal is not to beat the competition.

It’s to be the best you can possibly can be.

Jeffrey Gitomer wrote, “Competition does not mean war. It means learn, it means prepare, and it means be your best.” 

The COMPETITION does not decide your fate.

You do.

#COMPETITION

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

Run Into The Zone

“My feeling is that any day I am too busy to run is a day that I am too busy.” – John Bryant

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It’s 5:30am and raining.

My sneakers are soaked.

A car swerves directly at me.

The driver recovers to miss me by 3 feet.

I see them wave “Sorry!” into the rear view mirror as they speed away.

Their phone still in their hand.

Every step of this RUN makes a statement.

My mood ELEVATES.

The MIND clears.

It’s the EARLY MORNING.

My favorite part of the day.

It’s the time when the new day decides what direction it will take.

This week my early morning routine faced a CHALLENGE.

I was 3 time zones away from home for a work meeting.

THE CHALLENGE

Anyone who travels for work knows it can be a grind.

2:30am wake up calls to catch 5am flights to the west coast are really fun.

Once you get to your meeting, every second is TAKEN.

There is ZERO free time.

Any time between 7:30am to 9:00pm is scheduled.

Without a PLAN, you will have a very AVERAGE week:

  • You will eat junk food like a 3rd grader.
  • You will drink more coffee than a CPA during tax season.
  • You will end each dinner with a desert the size of your ipad.

Weeks like this used to kick my ass. 

THE ADVANTAGE

There’s a huge ADVANTAGE that east coasters have when they travel out west  – they are WIDE AWAKE at 4am on the first day.

The TIME CHANGE can be your worst enemy or your best friend.

I’ve learned staying on east coast time the entire trip puts you back in control of your day.

That’s why I wake up at 4am each day of the trip.

This allows me to control the only part of the day I can – the EARLY MORNING. 

ENERGIZE 

Early morning exercise energizes your BODY and MIND. 

This ENERGY stays with you the entire day.

Double that for when you RUN past scenic mountains, signs that say you may be mauled by mountain lions and rain slicked freeways with distracted drivers.

MIND, BODY, SPIRIT

After a 4 mile run, my thoughts are overwhelmingly POSITIVE.

Fresh ideas start to flow.

The current challenges that seemed so SCARY the night before, now seem doable.

Your body is ENERGIZED.

Your mind is CLEAR.  

The day becomes EXCITING. 

After the run, I return to my hotel room and I break out my JOURNAL.

I write down anything that strikes me as interesting.

Some ideas are just random thoughts that go nowhere.

Some are personal REVELATIONS that I bring out into the day.

When your mind and body are ENERGIZED, you become OPTIMISTIC.

This early morning routine converts your ATTITUDE from seeing problems to finding SOLUTIONS.

Positive VIBES flow into your day.

The early morning is the time to ESCAPE AVERAGE and RUN towards REMARKABLE .

#RunIntoTheZone

– Joe Ciccarone

http://www.SalesVibe.Net

This post was originally published March 2014 on Life Unbalanced.

Batter Up

“Every strike out brings me closer to the next home run.” – Babe Ruth

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The game of BASEBALL is an amazing teacher.

From my earliest memories of playing tee ball to walking off the field for the last time in college (knowing it was the end, I actually kissed home plate on my way off the field) the game of baseball taught me many life lessons.

Baseball requires the same skills we need to succeed in SALES and LIFE:

  • Preparation.
  • Awareness.
  • Hustle.

But for my MONEYBALL, the most important concept the game teaches is how to deal with FAILURE.

The past 2 years I have been part of the coaching staff for my son’s travel baseball team.

It’s a REMARKABLE learning experience.

What’s the toughest lesson?

Teaching the kids (and sometimes us coaches) how to to respond to FAILURE. 

The best baseball players are not the ones with the STRONGEST arms, the FASTEST times to first base, or the most EXPENSIVE bats.

It’s the players who learn how to bounce back from FAILURE the quickest who have the most success.

Baseball mimics life.

To succeed you have to condition yourself to:

  • Fail.
  • Adapt.
  • Move On.

FAILURE

Think about hitting.

You can FAIL at the plate 7 out of 10 times.

That’s a 70% FAILURE rate.

If you can manage to FAIL at 70% for an entire decade, you will go in the HALL OF FAME when you retire.

Wow.

That’s a lot of FAILURE. 

It’s easy to lose your composure.

It’s even easier to dwell on that bad play you just made.

A good baseball player has a SHORT MEMORY. 

They never let the last play ruin the next one.

ADAPT

Baseball is a game of CONSTANT ADJUSTMENTS. 

The game forces you to pay attention.

  • Where did they hit the ball last time?
  • What does this pitcher like to throw with two strikes?
  • What do I need to adjust?

ADAPT or lose to someone who does.

MOVE ON

In baseball, it’s all about the next play.

Not everything will go our way.

That’s a good thing.

Failure can be the spark that forces you to GROW and become better.

The best players learn from their mistakes, then MOVE ON to the next play.

Baseball is the ultimate HEAD GAME.

It’s all about MINDSET.

Yogi Berra said, “Baseball is 90% mental and the other half is physical.”

Did you just make a mistake?

Did your ERROR allow the other team to take the lead?

Good.

Make some adjustments.

Jump back into the batter’s box.

Time for a two out rally…

#BatterUp

-Joe Ciccarone

http://www.SalesVibe.Net