Work hard. Don't we hear that a lot in sales? That's the advice that when I started to do

my training business, I saw all the competitors, all the sales trainers, instructors, coaches,

thought leaders, just work hard, out work your competition. And I said to myself, well,

that's what I focused on in the first few years of sales until I got sick, meaning that

okay, you can push your biological existence so hard and so fast for so long, and then it breaks down.

And I'm talking about when I was in my 20s, not at this ripe old age in my late 30s here today.

So where does that leave us? Well, I think we all know that we have to work hard,

but then we get tired of working hard. And when we work hard and we don't get results,

we get upset, we get disappointed, we get depressed, we start to wonder, is it the company?

Is it the product? Is it me? Well, one of those you have control over. And then you start to look

for smarter ways of doing it. You know, focus on the people who are most likely to be interested,

focus on the deals that are most likely to close in the order they're most likely to close.

Not the ones that want to talk or the ones that have a pretty logo or would make you look like

the hero by closing it if it was closeable. We all get stuck in those traps early in our career.

And hopefully we work our way out of it. And that's the topic today because at the beginning of

this interview, you might sound like the work harder mantra, but it really evolves into the work

smart mantra. But to work smart, we have to become smarter. We have to model somebody who's

doing things in a smarter way. And that's the conversation today because there's no limit on

how smart you can work. Nobody said, hey, calm down. You're going to go to the hospital,

you're going to die of a coronary if you keep working this smart. No one says that.

So why not focus on the one that's infinite instead of the one that's finite?

You can only work 24 hours in a day. Even if you don't need sleep, there's no 25th hour.

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