Introduction: Sales Is Hard

Part I Foundation 1

Day 1 The Five Disciplines of Ultra- High Performance 3

Day 2 Reflection versus Regret 7

Day 3 Awareness Is the Mother of Change 14

Day 4 Process Goals 19

Day 5 The Only Three Things You Control 23

Day 6 An Attitude of Gratitude 28

Day 7 Goal Planning 32

Part II Pipeline Discipline 35

Day 8 The Pipe Is Life 37

Day 9 Pipeline Coverage 41

Day 10 The Law of Replacement 44

Day 11 Prospecting Activity 46

Day 12 A Little Bit Every Day 48

Day 13 Eat the Frog 50

Day 14 High- Intensity Prospecting Sprints 52

Day 15 Targeting 54

Day 16 Better Lists = Better Outcomes 61

Day 17 Fixing an Empty Pipeline Fast 64

Day 18 Multi- Channel Approach 67

Day 19 Stop Worrying About "Bothering" Prospects 71

Day 20 Message Matters 74

Day 21 Developing Effective Because Statements 78

Day 22 Pick Up the Damn Phone 82

Day 23 Five- Step Telephone Prospecting Framework 85

Day 24 Prospecting Objections 88

Day 25 All Prospecting Objections Can Be Anticipated 90

Day 26 Skipping Past Prospecting Objections 92

Day 27 The Five Bes of In-Person Prospecting 96

Day 28 Written and Digital Prospecting 100

Day 29 Four-Step Digital and Written Prospecting Framework 102

Day 30 Be a Squirrel 105

Day 31 Always Make One More Call 108

Day 32 Reflection 110

Part III Time Discipline 111

Day 33 Protect the Golden Hours 113

Day 34 Choose to Own It 116

Day 35 Ruthless Prioritization 119

Day 36 Time Investment Audit 123

Day 37 Benchmark Excellence 126

Day 38 The Fine Art of Delegation 129

Day 39 Build Your To-Don't List 133

Day 40 Time Blocking 135

Day 41 Sales Day Planning and Calendar Management 138

Day 42 Territory Management 141

Day 43 Automobile University 144

Day 44 Technology and AI 146

Day 45 Reflection 149

Part IV Probability Discipline 151

Day 46 Probability Is How Ultra-High Performers Play the Game of Sales 153

Day 47 Stop Wasting Time on Low-Probability Deals 155

Day 48 Overcoming the Sunk Cost Bias 157

Day 49 Bigger Pipe, More Options 159

Day 50 Always Be Qualifying 161

Day 51 Don't Swing at Ugly Deals 164

Day 52 Qualifying Methodologies 166

Day 53 Evaluating Current Pipeline Opportunities 169

Day 54 Murder Boarding 172

Day 55 Execute the Sales Process 176

Day 56 Aligning the Three Processes of Sales 178

Day 57 Don't Become a Buying Process Puppet 181

Day 58 Mapping Stakeholders 184

Day 59 The One Qualifying Question Ultra-High Performers Never Ask 187

Day 60 The Engagement Test 190

Day 61 Advancing With Micro-Commitments 193

Day 62 Never Leave a Meeting Without a Next Step 196

Day 63 Pre-Call Planning 198

Day 64 Do Not Email Proposals 201

Day 65 Micro-Commitment Objections 202

Day 66 Closing Is a Series of Commitments 205

Day 67 Dealing With Buying Commitment Objections 209

Day 68 Reflection 213

Part V People Discipline 215

Day 69 The Decision Process 217

Day 70 People Buy for Their Reasons 220

Day 71 The Power of Empathy 223

Day 72 The Five Decisions 227

Day 73 The Listening Advantage 233

Day 74 Seven Keys to Effective Listening 237

Day 75 The Self-Disclosure Loop 240

Day 76 Discovery 243

Day 77 The SCORE Discovery Framework 246

Day 78 Flexing to Communication Styles 250

Day 79 Do You Get Me and My Problems? 254

Day 80 The "So, What" Smell Test 258

Day 81 You Are Always on Stage 262

Day 82 Reflection 267

Part VI Emotional Discipline 269

Day 83 Emotions Are Contagious 271

Day 84 Control Your Response to Disruptive Emotions 274

Day 85 Bigger Pipeline, More Confidence 277

Day 86 Trust the Process 281

Day 87 Rejection Proof Yourself 284

Day 88 Positive Visualization, Self-Talk, and Physiology 289

Day 89 Build Resilience 293

Day 90 Bounce Back Ability 297

Conclusion: The Ultra- High Performer Within 303

Index 305