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

 

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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

 

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

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

 

Clean Slate

“The beginning is always today.” – Mary Shelly

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I thought it would never happen.

It did.

We moved.

We left the house we lived in for 14+ years.

Holy boxes…

Everywhere.

Has anyone seen our Vitamix?

Time for NEW BEGINNINGS.

Nothing like a CLEAN SLATE. 

Moving is an experience that literally MOVES you out of your COMFORT ZONE.  

New surroundings force you to create NEW ROUTINES.

You have to forget how things “used to be” and adjust to a new reality.

Moving is an awesome opportunity to create a CLEAN SLATE. 

But before you can start the next chapter of your life, you have to let go of yesterday.

WIPE THE SLATE CLEAN

The house buying / selling process gets complicated.

Nothing is guaranteed.

Everyone is looking out for their own best interests.

Timing has to be on your side.

We were fortunate to sell our old home a few hours before we bought our new one.

Many balls in the air.

They have to all land in the right order or things get complicated fast.

It’s enough to make a Buddhist Monk reach for the Ativan.

FORGIVE

Buyers can get petty.

Their requests can seem over the top.

It helps to take nothing personal.

Deepak Chopra wrote,“Everyone is doing the best they can with their level of consciousness.”

You have to cut people some slack.

Easier said than done.

You have to FORGIVE (and forget).

MOVE ON

You have to MOVE ON from the things that no longer serve you.

Moving forces you to EDIT both your possessions and mindset.

The next chapter of your life is going to require a better version of you.

KEEP WALKING FORWARD

The most emotional moment came for us when we walked through our old house for the last time.

My last view of the inside of our home came as I shut the the front door.

A flood of happy memories of our kid’s lives flashed before me.

Wow.

It’s hard to believe we will never be back there again.

The best way to WIPE THE SLATE CLEAN is to KEEP WALKING FORWARD.

Ryan Holiday wrote, “The last step of the journey is the first step of the next.”

Step, step, step…

 

#CleanSlate

-Joe Ciccarone

http://www.SalesVibe.Net

 

Edit, Edit, Edit

“Pare down to the essence.” ― Leonard Koren

move1.jpgWe’re moving.

After years of casually (and at times not so casually) looking to move, we finally found a house.

We made an offer.

Offer accepted.

We were even fortunate enough to sell our current house in under a week.

Buying a house before selling your existing home is a high wire act.

At times, it felt like we were trying to pull off our own version of the PHILLY SPECIAL.

Somehow, it worked out.

But that’s a story (and a blog post) for another day.

Now the fun beings…

Packing.

Ugggggh.

There’s a quote I read this week, “Moving was a great idea until I started packing.”  

It’s a 30-day sprint to BOX UP, CLOSE OUT, and LEAVE the place our family called home for more than a decade.

The packing / moving process is eye opening.

It makes you realize how much unnecessary stuff we have in our lives.

CLUTTER accumulates everywhere:

  • Our Homes.
  • Our Schedules.
  • Our Minds.

MOVING has taught me a BIG lesson.

EDIT, EDIT, EDIT

I am now in EDIT MODE in all areas of my life.

What I’m EDITING:

Personal Possessions

I am no longer holding on to things for Future Me.

If I don’t wear it or use it, it’s donated or thrown away.

No more things saved for “someday”.

If I don’t LOVE IT,  it’s gone.

Future Me can either buy a new one or figure out how to live without when the time comes.

EDITING is liberating.

The MENTAL benefits may be greater than the physical ones.

Our home actually feels lighter.

Less physical items lead to less mental clutter.

Schedule

Moving is a great reason to EDIT what goes on your calendar.

Time is ticking.

There’s a ton to get done.

One of my favorite quotes is by Jim Collins, “If you have more than 3 priorities, you don’t have any.”

What are your 3 priorities right now?

If the event you just committed to is not related to those priorities, why is it on your schedule?

Ryan Holiday wrote, “What’s your main thing?  Ok… So why are you doing all of these other things?” 

I’ve found SAYING NO takes courage, but is LIBERATING.

This frees up an incredible amount of time to INVEST in WHO and WHAT matter most.

PEOPLE

It’s never a bad time to EDIT the negative people out of your life.

  • Who are the people that bring too much drama?
  • Who drains you energy?

It may be a good time to start EDITING them out.

MOVE ON UP

We all heard that “Less is more.”

It’s not just a quote.

It’s a philosophy that helps us live a REMARKABLE life.

Think of all that stuff you have jammed into BOXES and BINS.

Look at those commitments on your SCHEDULE. 

Is all that really making your life better?

Or is it just weighing you down?

It may be time to start Movin On Up…

#EditEditEdit

– Joe Ciccarone

http://www.SalesVibe.Net

 

Write It Down

“I want to write, but more than that, I want to bring out all kinds of things that lie buried deep in my heart.” —Anne Frank, The Diary of Anne Frank

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What do the following people have in common?

Besides changing the course of history, they all shared a common practice.

They kept a JOURNAL.

Journaling is a life changing habit.

When I first heard about journaling, I was sceptical.

I thought writing in a journal was something that people who wrote bad poetry did.

I was wrong.

Jim Rohn said, “If you’re serious about becoming a wealthy, powerful, sophisticated, healthy, influential, cultured, and unique individual, keep a journal.”

There are a number of studies that show keeping a journal helps you better cope with STRESS and ANXIETY.

A journal will help you:

  • PRIORITIZE your day.
  • CLARIFY your thinking.
  • Stay ORGANIZED and FOCUSED.
  • Increase your CREATIVITY.

HOW TO JOURNAL:

FIND YOUR PLACE

You don’t need a vista.

You don’t need an ocean view or a Pottery Barn table.

Da Vinci wrote (in one of his journals), Simplicity is the ultimate sophistication.” 

Keep it simple.

Pick a spot where you can open up your blank notebook, feel comfortable and write down your thoughts.

GET YOUR TIMING WRITE

Start by allocating 10 minutes each day.

We are all busy.

But we all need time to THINK and REFLECT.

For many, there is a burst of creative energy that comes after a good night’s sleep.

For you NIGHT OWLS, there might be no better way to clear your mind than writing your thoughts down before bed.

Capture those ideas on paper.

WHAT TO WRITE?

The first step is the hardest.

Don’t let what to write be an OBSTACLE.

Here are some journal prompts to get you started:

  • What’s got my attention?
  • What made me happy today?
  • What surprised me?
  • What challenges am I facing?
  • What am I grateful for?
  • What excites me?
  • What scares me?
  • What did I learn today?
  • What great quote did I hear?
  • What people do I need to spend more time with?

NO FEAR

Write without fear.

Lose your inhibitions.

Don’t hold back.

Let your writing express how you really feel.

This journal is for you.

No one else.

THE BENEFITS

Journaling will help you enter each day with greater clarity.

Your actions will be more focused.

You’ll start to feel GRATITUDE for the little things.

2,000 years ago, the stoic philosopher Epictetus wrote, “Just as one person delights in improving their farm, so I delight in attending to my own improvement.” 

So…

What’s on your mind?

What’s keeping you up at night?

How can you make tomorrow better than today?

Do what some of the greatest minds in history have done…

#WriteItDown

-Joe Ciccarone

http://www.SalesVibe.Net

 

17 Ways

“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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Life is made of moments.

Last week was a special one for me.

I had the opportunity to present Sales Vibe Live to our national sales team in San Diego.

The presentation was based on the principles and ideas I write about in SALES VIBE.

We discussed ways to:

  • Prepare.
  • Engage.
  • Build Trust.
  • Organize.
  • Strategize.
  • Question.
  • Close.
  • Get Invited Back.

Over 60 people attended.

It was an awesome experience.

After the presentation, I received multiple requests for the list of books referenced in the talk.

Below is that list with a brief summary following each book.

Here are 17 WAYS to elevate your SALES & LIFE:

MINDSET

Meditations  by Marcus Aurelius. The most powerful man on earth writes notes to himself on how to be a better person .

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 Robert Green. 

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 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.”

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.

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

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.

Start by picking one.

A great book will lead you to the next one.

There is a Latin Proverb, “Liber Medicina Animi – A Book is the Soul’s Medicine.”

Take the next step.

Go…

#17Ways

-Joe Ciccarone

http://www.SalesVibe.Net

 

 

 

 

 

A Beautiful Mind

“Gratitude is the sign of noble souls.” – Aesop

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What’s the SECRET TO LIFE?

The best explanation I ever heard is from Tony Robbins.

In his UNSHAKEABLE podcast, Robbins said there are 2 rules people need to follow to live an extraordinary life.

RULE #2

“Surround yourself with quality individuals.  You become who you hang out with.”

Who do you spend the most time with?

Who’s In Your 5?

These people influence:

  • What you DO.
  • What you EAT.
  • How you MOVE.
  • What you READ.
  • Where you GO.

Think about it.

Is this the life you want to lead?

If not, it may be time to MAKE SOME CHANGES. 

Nothing will elevate our lives faster than being surrounded by great people.

RULE #1

“Develop the ability to live in a state of gratitude regardless of your circumstances.” 

It’s easy to BE HAPPY when things are going our way.

It takes a strong MINDSET to do so when life gets difficult.

Robbins said, “We have to remember that life happens for us, not to us.” 

Each OBSTACLE is there to make us better.

Ryan Holiday wrote, “Obstacles show us who we really are.”

There are seeds of opportunity in every setback.

Gifts are hidden inside each problem.

Our job is to find it.

There is nothing more liberating than…

#ABeutifulMind

-Joe Ciccarone

http://www.SalesVibe.Net

Philly Special

“Is something going on in your life and you’re struggling?  Embrace It.  Because you’re growing.” – Nick Foles, Super Bowl LII MVP

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When you get KNOCKED DOWN you have two choices:

  1. Stay Down and Quit.
  2. Get Up and Fight.

There is a scene in Rocky Balboa where Rocky has a heart to heart talk with his son.

His son is complaining about how hard his life is living under Rocky’s shadow.

Rocky stops his son’s whining faster than you can say “Clubber Lang”.

He gives the secret to life in 24 words:

“It ain’t about how hard you hit.  It’s about how hard you can get hit and keep moving forward.  That’s how winning is done.” 

When a FIGHTER gets knocked down, they get back up.

They keep moving forward.

The challenge makes them better than if they never faced that OBSTACLE at all.

This past week, a real life sports team, also from Philly, shocked the NFL.

The Philadelphia Eagles won the SUPER BOWL.

The Eagles knocked out the football equivalent of Ivan Drago.

Their opponents were the defending champs.

They were a dynasty.

A dynasty composed of what many consider the greatest QB and coach of all time.

The Eagles’ Super Bowl win capped off one of the most unlikely runs in the history of sports.

During the season, the Eagles got knocked down more times than Rocky did in his second fight versus Apollo Creed.

The Eagles absorbed CRUSHING BLOWS.

They LOST their:

  • MVP quarterback.
  • Hall of Fame left tackle.
  • Starting middle linebacker.
  • Backup middle linebacker.
  • Best special teams player.
  • Kicker.

Just losing your starting QB would crush most teams.  Ask the Packers, Texans, or Colts how they made out…

After each set back, the Eagles not only got back up, they got better.

The team used each OBSTACLE as fuel to move forward.

Ryan Holiday wrote, “The world will constantly test us. Are you worthy? Can you get past the things that fall in your way? Will you stand up and show us what you’re made of?”

Obstacles find us.

Things go wrong.

Embrace them.

Be thankful for them.

Those obstacles are there to make us a better.

Take a page out of the Super Bowl Champs playbook.

  • Get Up.
  • Get Better.
  • Move Forward.

#PhillySpecial

-Joe Ciccarone

http://www.SalesVibe.Net