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The Beach Run The beach run Your daily sales muscle workout The daily sales e-newsletters from 42 MIGHTY Sales Reps January 2009 – July 2010 A present for the MIGHTY client team Troy Forrest February 10th 2011 © 42 MIGHTY Sales Reps The beach run Your daily sales muscle workout… Contents: The Beach Run. P 5 Habit. P 46 The problems with going cheap. P 87 RPA’s finest. P 6 Stop fiddling. P 47 Chicken scratch. P 88 Orstraylia. P 7 Sellingforyourkids. P48 Anita’s award. P 89 Partnerships. P 8 Oops. P 49 Denny Crane. P 90 Notthesharpestknife. P9 Scoops,studies&silks. P50 Uncoachable. P91 Big farm stuff. P 10 Sugar,spice‘n’puppydog tails. P 51 Pegging it out. P 92 Churn though the overs. P 11 Learning cultures. P 52 3typesofappreciation. P93 Customers at a BBQ. P 12 Dying Elms. P 53 Be a purchasing manager. P 94 Studyingcompetitors. P13 So I read the funnies. P 54 Poppy’s lippy. P 95 I dare ya. P 14 Helpclientsmeasure. P55 Conanguns&Achillesheel. P96 Rat proofing. P 15 Choosing. P56 Excavatetorebuild. P97 Okham’s Razor. P 16 Simulation. P 57 Are they always right? P 98 IceHotel. P17 Nothingpeople. P58 Andnow,theweather. P99 Lance. P 18 Photographerspickbestrep. P59 I’d rather a no. P 100 Party planning. P 19 Selling tennis racquets. P 60 The burn healer. P 101 Lamb & Vegemite. P 20 Teaching process vs outcomes. P 61 Helptheaudiencegetit. P102 Clientswon’tfail. P21 Clientevents&beer. P62 Aftertaste. P 103 Likeability. P22 Makingshingles. P63 Juicy. P 104 Whoknowswhat’llhappen? P23 Short arms, long pockets. P 64 Milk runs. P 105 Golidlocks&3Optometrists. P24 Takethetrouble. P65 Social power. P 106 Dice rolls. P 25 Cleansaleslines. P66 Standing out in a field ofgrapes. P 107 Lamingtons. P26 1down,3left. P67 Business twitter. P 108 Cushioningtheblow. P27 Customersdoingyourjob. P68 Homegroundadvantage. P109 10,000 hours. P 28 Coldleadershiplessons. P69 Problem resolution & loyalty. P 110 Discoquestion. P29 Lookfordoppelgangers. P70 Willitblend? P111 Learnedhelplessness. P30 Theatricalselling. P71 Wooing. P112 Chillychoices. P31 Scared. P 72 Stranger kindness. P 113 Kite surfing. P 32 Youcan’thavejustone. P73 Shiftingyourline. P114 Sales God. P 33 Teach yourself. P 74 Apple inspiration. P 115 The price of opportunity. P 34 Bear Grylls. P 75 Borrowing from clever people. P 116 Understanding youraudience. P 35 Flowers & ribbons. P 76 Somethingornothing. P117 Frommouthsofbabes. P36 You’llbedisappointed. P77 Happysandwichbar. P118 Play off the cash register. P 37 The service ethic. P 78 Hieroglyphics. P 119 Be a customer. P 38 Theperceptionpiggybank. P79 Criticalthinking. P120 Provenance. P 39 Don’tbelieveyourownpress. P80 Put it out there. P 121 Ratingpubs. P40 Put it out there. P 81 Fun rituals. P 122 Yourownclient. P41 Decade of learning. P 82 Physio entrepreneur. P 123 I disagree. P 42 Damnedifyoudo. P83 Know your numbers. P 124 Bouquets & Brickbats. P 43 Flat battery in the rain. P 84 Tact. P 125 Postcards for friends. P 44 Managingconsequences. P85 Ticktock. P126 Gelotology. P45 Boyles Law. P 86 Flatpackexpectations P127 Culture-changing stories P 128 2 The beach run Your daily sales muscle workout… Contents: ChefCadence. P129 Roundingoutthetop5. P172 Moderation. P 215 Commonsense. P130 Birds, bees & worms. P 173 Goodlife service. P 216 Bruno. P 131 What Coke forgot. P 174 You built the barrier. P 217 Speakupordon’tcomplain. P132 Me,notyourshoes. P175 Whiletheponiesgallop. P218 Comfortablewithquiet. P133 Starbucks wisdom. P 176 Anticipation. P 219 Roll up roll up. P 134 Fatherofthebride. P177 Dooshdoosh. P220 Kineticoverpotential. P135 Somatic markers. P 178 Recallingconsoles. P221 Ataleoftwocoffees. P136 400years. P179 Friend filters. P 222 Papa’s precision. P 137 Impactfulpresentations. P180 Thinkforme. P223 Whoaback. P138 Happymemorymoments. P181 Because I’ll forget. P 224 Gooddog,that. P139 Runningatightship. P182 Footprintsatthethreshold. P225 Poor prospects. P 140 4kindsofpleasure. P183 Three reasons to train. P 226 Onepedalafteranother. P141 Holdyourselfonthehook. P184 The master. P 227 Openinglines. P142 Toughquestions. P185 Definetherules. P228 Oxygendeprivation. P143 Ticktock. P186 Ubuntu. P229 Goteam. P144 Spy on the champs. P 187 Thingsaremovingfast. P230 Sales CPR. P 145 Fasting. P188 Timeoffforgoodbehaviour. P231 Warts. P 146 Accelerated WOM. P 189 Idon’tlikeit. P232 20minutes. P147 Winningconservatively. P190 Nicetie. P233 Sore finger. P 148 Coldfeet. P191 Culturalinspiration. P234 We’llsaveyou. P149 The entrepreneurial perspective. P 192 Safe hospitality. P 235 I’manindividual. P150 Where it begins. P 193 Avagoyamug. P 236 Second set of eyes. P 151 Cringe. P 194 Manners. P 237 Simpleandeffective. P152 Apps. P 195 Home stretch. P 238 MrOhno. P153 Control&perspective. P196 Goldfish service. P 239 Un-calls. P 154 Sell or help? P 197 The Gold(man) standard. P 240 The red arrows. P 155 Thinkwe,notme. P198 Workingonthetan. P241 Santa, Seth & the sweetheart. P 156 Feedbackortestimonial. P199 Save your company. P 242 Fundraisingspeeches. P157 Onefromtheladies. P200 Vision before action. P 243 Artists shift your thinking. P 158 Chicago Bulls service. P 201 TomTom. P244 Trinny & Susannah. P 159 Shared responsibility. P 202 Accountableforasking. P245 7thingstodotoday. P160 The Hallmark Value Star. P 203 Thought tinder. P 246 The bush storyteller. P 161 MagicMike. P204 Progress windows. P 247 MayorRudy. P162 Theotheruse. P205 Tree trimming. P 248 Digitalvsanalogueselling. P163 Niche expertise. P 206 Thechocolatefactoryjob. P249 7levelsofsupport. P164 Big Snapper. P 207 Thelonelyminority. P250 Contentmarketing. P165 Rituals. P208 Thankingtheinvestors. P251 Whatwillyouregret? P166 Open all hours. P 209 Tactandconsideration. P252 Retailwisdom. P167 ThePatlerprinciple. P210 Shift the market. P 253 Three for free. P 168 Wisdominquestions. P211 Determine next year’s result now. P 254 Hotgardeningbloke. P169 Teachershoulders. P212 Rest & stretch. P 255 Focusgroupquestioning P170 Goodluck P213 Blow on the embers P 171 Smash the stereotype P 214 3 The beach run Your daily sales muscle workout… Why run?. P 256 Tuna Mornay. P 299 Big. P 342 Beach cafe. P 257 Answerthequestion. P300 Daydream believers. P 343 Don’t block the purchasing path. P 258 KFService. P 301 Listandtwist. P344 Makingmoneyelsewhere. P259 ThePitchingCoach. P302 Irrespective gratitude. P 345 Vindicated (or got outta jail?). P 260 Willyoubemyclient? P303 Fiscal prudence. P 346 Doesthatanswerit? P261 Prepare to be judged. P 304 Debunkingmyths. P347 Three incentives. P 262 Whitespace. P305 Fire sale. P 348 Maslow&thelaptop. P263 Continuallychecking. P306 Shrink the task. P 349 Welch’s candor. P 264 Tiptheclient. P307 Newagebusiness. P350 What to be? P 265 Dilemma of existing client focus. P 308 Memory panel of elders. P 351 Takesomeguidance. P266 4P’s of sales. P 309 I’m sorry, you were saying? P 352 Fortheintroverts. P267 Choochoosafe. P310 Themeritsofelephants. P353 Killing meetings. P 268 Why you’re useful. P 311 Weliketoparty. P354 You’re always on. P 269 Theoptimalshovelload. P312 Nervy, gravitas, bored, dim bulb. P 355 Blooms Taxonomy. P 270 Followingtheworm. P313 The equityin indispensability. P356 Football,meatpies,... P271 Who to trust? P 314 Thebanner. P357 Truth hurts & helps. P 272 Awholenewlevel. P315 Synch your words. P 358 Morrie. P 273 Angerasasalestool. P316 Be a pink batt. P 359 Negotiationstrategy. P274 Zamboniserendipity. P317 Burning down the house. P 360 Ben & Jerry’s. P 275 Three quarter time. P 318 Theapprenticeship. P361 First impressions. P 276 Thegolfer’ssalestraits. P319 Headlines, rockstars and acts. P 362 Lollipop,lollipop. P277 Cleanyourgutters. P320 2 laps. P 363 Lasttimewespoke. P278 Wildernessperiods. P321 3 commitment-meeting points. P 364 Business review methodology. P 279 Oldmate. P322 Adailymeeting. P365 Thetentpegact. P280 Drucker wisdom. P 323 Why rainmakers have thick necks. P 366 Aconsiderationscascade. P281 Harnessing envy. P 324 Grandmotherly advice. P 367 Purpose of a survey. P 282 Dealingwithpoppycutters. P325 Being regal. P 368 5D’softaskmanagement. P283 Fiveone-minuters. P326 Ad man advice. P 369 Patients like me. P 284 Side effects. P 327 Ad man advice 2. P 370 Happy? P 285 Junkmaillessons. P328 Tentogo. P371 Managingsalesgrief. P286 The Emperor’s New Clothes. P 329 Inspirationandsmallrooms. P372 I’dlovetoknow. P287 Remembering. P 330 Are you a Vuvuzela? P 373 Grassroots campaigning. P 288 Running the Power. P 331 Vision & the 2 x 4. P 374 Lieonthebed. P289 Punchysalesprods. P332 Top3#3. P375 Themeshevent. P290 Diggers, Elephants & Acid Rain. P 333 Top3#2. P376 Lemon tree love. P 291 Diversifying relationships. P 334 Top3#1. P377 PB. P 292 The rate-limiting step. P 335 A culture of one more. P 378 Notnow,buthere’swhen. P293 The car race man. P 336 Thepenultimatepedal. P379 Spoonfeedingaudit. P294 Altered mechanics, Cadence. P380 Thefunnel. P295 constantmission. P337 Occupyanother’shead. P296 Caravan Park selling. P 338 Overlook the irrelevant. P 297 Birthday countdown. P 339 Talkbackradiokings. P298 Tangiblewins. P340 Yourcontribution. P341 4 The beach run Your daily sales muscle workout… The Beach Run The first step into your MIGHTY 2009... Welcome to “the newsletter formerly known as BIG PICTURE details”! The day before NYE, I spent 2 hours running (err, shuffling) the beach from Goolwa to Port Elliot. About 13km, I could see the obelisk of Elliot ahead where I'd meet the family for lunch. The beach constantly changed - soft, firm, shell-covered and, when I wasn't watching, underwater. Had my eyes down to decide where each footstep should go. But kept looking up to ensure the obelisk hadn't disappeared. Now and then I remembered to glance out to sea, breathe in and remind myself how good this place is. Finished a bit fried with sore feet (but got my fish'n'chip lunch & a bucketful of personal satisfaction). This year, through eclectic stories, book reviews, fresh perspectives and gauntlets thrown at your feet, I'm aiming to help you cross the sand; Define & remember the business outcomes most important to you Focus on processes you need to get there Galvanise habits & disciplines to keep you moving, and Lift your eyes to remember to enjoy what you're doing! Welcome to your daily sales beach run. Anyone can run on sand.
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