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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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

 

 

 

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

 

 

 

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

Perspective

“Be kind, for everyone is fighting a battle you know nothing about.” – Ian Maclaren

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Everyone is in a BATTLE.

Their health.

Their finances.

Their sales numbers.

Their CONFIDENCE.

No one gets a pass.

It’s the cover charge of being human.

On any given day, your BATTLE pales in comparison to what others are going through.

So when you think you have it really tough, it helps to keep that in mind.

#Perspective

-Joe Ciccarone

http://www.SalesVibe.Net

 

Finish

“Much of the stress people feel doesn’t come from having too much to do. It comes from not finishing what they’ve started.” – David Allen

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The most tiring work are the projects we never complete.

Pick one thing, no matter how small, and close it out.

Make something happen today.

Watch the momentum carry over to other parts of your life.

Author Jon Acuff writes, “Starting is fun, but the future belongs to finishers.”

Finishing is a mindset.

For me?

I just hit the “publish” button for the first time in over a month.

#Finish

-Joe Ciccarone

http://www.SalesVibe.Net

Get Back Up

“Do not pray for an easy life, pray for the strength to endure a difficult one.” – Bruce Lee

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Jim Kelly knows something about the power perseverance.

Kelly, a first ballot Hall of Fame quarterback, played 11 seasons in the NFL.

He led the Buffalo Bills to a record 4 straight Super Bowl appearances.

The Bills lost all of them.

Kelly’s son Hunter died in 2005 from a rare disease.

In 2013, Kelly was diagnosed with jaw cancer.

After beating back cancer, Kelly was diagnosed with MRSA.

In early 2018 Kelly underwent surgery after his cancer reappeared.

In the Summer of 2018, Jim Kelly won the Jimmy V Award for Perseverance at the ESPY’s.

Standing next to John Elway and Dan Marino, two of his former rivals, Kelly gave one of the all time great acceptance speeches.

His message?

“Never give up…Keep fighting…Get up.  You’ll be alright.”

Let’s think about that the next time we think we’re having a rough day.

#GetBackUp

-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.

Remove Everything

“Art is the elimination of the unnecessary.” – Pablo Picasso

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In the book Antifragile: Things That Gain from Disorder author Nassim Nicholas Taleb tells a story about Michelangelo and Pope Julius II.

The story goes like this…

Michelangelo just created the statute of David.

David was considered the masterpiece of all masterpieces.

David is still so renowned that 500 years later over 1 million people wait in line to view him at the Accademia in Florence, Italy.

Pope Julius II asked Michelangelo what was the secret to his creative genius?

Julius wanted a better understanding of the MINDSET Michelangelo brought to his work.

The Pope asked Michelangelo how he could create something so REMARKABLE out of a block of marble that many artists refused to work with because it was flawed.

Michelangelo answered, “It’s simple. I just remove everything that is not David.”

REMOVE EVERYTHING  

When I struggle in my job, jiu jitsu, or my personal life there is a common theme.

I try to install new habits or ideas with out getting rid of old baggage.

We all have OLD HABITS and STALE ROUTINES.

It’s like trying to sail off to a new world with out taking the rope off the dock.

You can only go so far.

Like Michelangelo, we have to REMOVE EVERYTHING that no longer makes sense.

We have to EDIT OUT what no longer belongs, so what’s possible can emerge.

Focus more on REMOVING than adding.

What if???

  • Instead of chasing that hot new stock, we get out of DEBT.
  • Instead of starting a new diet, we cut out SUGAR.
  • Instead of constantly checking our iPhones, we FOCUS on the people right in front of us.

Chip away at anything that no longer belongs.

Time to start your own RENAISSANCE. 

#RemoveEverything

-Joe Ciccarone

http://www.SalesVibe.Net