Author Archives: Alan Allard

One Killer Secret to Getting Better In Sales (Or Anything Else)

Published on February 12, 2020 by

Before I address how we can get better in sales, or any other career or area of life, let me share that I was honored this week to be included in a list of Sales Influencers:

I'm sharing the list for several reasons but one reason is that ...

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What Others Want From You But Won’t Tell You

Published on January 15, 2020 by

Whether it's at work or at home, you're surrounded by people who want something from you.

If they tell you what they want, it makes things easier.

But there's one thing that everyone wants from you and it's the same thing you want from others.

William James, the "Father of ...

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Motivation: Digging Deeper Into What You REALLY Want

Published on December 30, 2019 by

Christmas has come and gone.

Did you get what you wanted for Christmas?

Was there something you wanted but didn't tell anyone?

But even more important, are you getting what you want in your life?

I often tell clients (and myself) that knowing what we really want is ...

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Brilliant Communication Advice From a Rapper

Published on October 8, 2019 by


"Miscommunication is the number one cause of all problems; communication is your bridge to other people. Without it, there's nothing. So when it's damaged, you have to solve all these problems it creates."

-Earl Sweatshirt, Rapper

Thanks to Alan Weiss, Ph.D. for sharing this quote in his weekly ...

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Sorry Admiral McCraven But Your Advice On Performance Improvement Might Actually Hurt Performance

Published on September 9, 2019 by

An Elite Performance Tip for Salespeople (And applicable to all of us):

Admiral McCraven tells us that if we want to change the world, we should start by making our beds (in his video that went viral).

I say, maybe, maybe not.

Instead, find what works for you.


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Why We Don’t Perform to the Level of Our Potential

Published on July 24, 2019 by

John Foley was a Commander in the United States Navy, a pilot, and a member of the Blue Angels.

Now he is an author and speaker about performance and he recently wrote this in his newsletter:

"We as human beings don’t perform at our full potential; rather, we perform ...

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Outcome Goals Vs. Process Goals

Published on July 16, 2019 by

Over the past month, I've shared with a few clients the difference between outcome goals and process goals.

I'm not sure who first came up with the distinction but it's an important one.

If we consider various goals, such as to get married, to make a sale, to "lose weight", ...

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Content included this time: Why Are You Apologizing?

Published on July 9, 2019 by

I opened up an email yesterday from a salesperson trying to reach me and he began with, "I apologize if I'm bothering you..."

My first thought was, why are you apologizing for doing your job?

And, why apologize if you think you can help me in some way?

There's a ...

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