I Know All These Things. I Just Don’t Do Them.

first_img Get the Free eBook! Learn how to sell without a sales manager. Download my free eBook! You need to make sales. You need help now. We’ve got you covered. This eBook will help you Seize Your Sales Destiny, with or without a manager. Download Now The very first publisher that contacted me about writing a book asked me for a manuscript, and I delivered a completed manuscript. The title was 17 Elements: The Periodic Table of Sales Success. The book was really a competency model, including the mindset and skill sets one needs to succeed in sales now. Naturally, the metaphor was a periodic table, which I believed worked well because we are still identifying new elements, and we will no doubt add to the competencies needed to succeed in sales.The publisher read the book, and he hated it. He asked me, “Why would you start a book with self-discipline? What does that have to do with sales? Everyone hates discipline.” I knew that he had never worked in sales, so when I asked him if he had, my question was rhetorical, but he answered me in the negative. I did my best to explain, but it was clear we weren’t going to write a book together.Today, a salesperson described my work using the title of this blog post. He said, “When I read you, I think ‘I know all this stuff. I just don’t do it.” And here we find the root cause of many—if not most—challenges when it comes to producing results in any endeavor, but especially one like sales, one that requires consistent activity.Right now, while the world suffers a new version of neomania, one driven primarily by technology, things that are ancient don’t garner much attention. Much of what success is made of hasn’t changed for thousands of years, things like discipline, trust, caring, listening, resourcefulness, initiative, and accountability. While a lot of people try to hack their way to success, they’d be better off looking backward in time for the recipe than looking into the future for the quick hack. What you need to know to be successful has been known for generations. There are no secrets, and it has all been written down.Everything you need to know is known. You likely know everything you need to know now, and what you don’t know you can find in seconds. If you are not getting the results you want, it is because you aren’t doing what you know you need to do.Everything you need to know is known. You likely know everything you need to know now, and what you don’t know you can find in seconds. If you are not getting the results you want, it’s because you aren’t doing what you know you need to do.last_img read more

Naroda Gamm massacre: Deadline set for Maya Kodnani’s defence

first_imgThe special trial court, conducting the trial in the Naroda Gamm massacre case during the 2002 riots, has asked former Gujarat minister and key accused Maya Kodnani to get BJP President Amit Shah to testify in her favour as defence witness by next Tuesday.While asking the accused to ensure that the witness testifies by September 12, the court said there will be no further adjournment of the case.In her application on Friday, Ms. Kodnani said since Mr. Shah is not “reachable” due to his busy schedule and constant mobility, “It is difficult to decide as to which address the summons be served to him.”Ms. Kodnani, who was convicted in the 2002 Naroda Patiya massacre case, in which 97 persons belonging to the minority community were killed, is a key accused in the Naroda Gaam massacre case, involving the brutal murder of 11 persons, also during the 2002 riots.Also read: 28 years for Maya Kodnani, Bajrangi to spend entire life in prisonShe had sought time till September 12, 2017 while Special judge P.B. Desai had granted time till September 8 for her to bring Mr. Shah to testify as defence witness.During the hearing, Ms. Kodnani urged the court to allow her to bring Mr Shah and 13 others as her witnesses to testify that she was not present at the site when the massacre was carried out.Among the 14 persons she listed as witnesses, 12 including her husband have already testified in her favour. Mr Shah is the last listed defence witness in her trial; all others have been cross-examined by the court.Verdict deferredIn a separate case, the Gujarat High Court has again deferred its verdict on Zakia Jafri’s challenge to an SIT court granting a clean chit to Prime Minister Narendra Modi and others in a criminal conspiracy related to the 2002 riots.last_img read more