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your heart to heat to illuminate the others please illuminate yourself to illuminate their own was one of the first to illuminate your heart to illuminate the heart lit a light heart sunny mentality good state of mind is able to influence individual family team organization finally influence society a happy person is not happy in nature and wealth appearance position power doesn't matter much happiness by his own thoughtsDecision mentality our heart can make happy angel can also be made in black devil if you regard as the others are insidious you will live in sorrow if you treat people as happy angel you live in happiness if you can get others to become ugly devil you in sorrow if you can get others to a happy angel in the manufacturing. the, still moored in the river.m. open the memory door creaking sound bursts of sound of frogs from far and near open wounds I caress attentively once don't let the touch that like a knife easily separates the old wound let time medicine act with confusion a gentle moonlight anesthesia cannot resist the stars whisper hurt the fragile nerves the pain or the pain go I want to shout loudly.When your dreams and met my lotus the misty rain misty waves into the leaves infinite Bi Sha liusi lotus Ying day shy pink powder at that moment silent spring shade sunny I am your fly swiftly as a frightened swan goose you are my Millennium crassicarpa your fingertips shivering with cold woke me up from the silence of the labellum make me smile Canruo stars and you say good will eventually fade away westerly will take my great thanks until I thin if yellow as in time pull my wisdom bid farewell to this Wang will dry water came to your world remove me the dense water vapor away from my feet dirty mud the magnificent sealed frame a never failing beauty in front of your bed I can quietly smile quietly elegant for you and for me to hold the world's hands together and son it is my awakening instantly when has some hope can you clear sense of Wei Jin and read Tang dynasty grand sigh boat boat and graceful make a peach blossom drunken immortal I can also near to look at you gently clung to you secretly love you always love you regardless of outside disturbances there are still many confidante bloom for you busy full footpath you are my eyes and heart the lights only but How can I let you go break my fresh bones lose my silt but don't dye Qinglian Zhuo and not demon and do a secular scenery "world April Fangfei not don't love you not do not believe you but you never really understand me the water vapor is brewing a thousand years of tears I and chanting with the moonlight endure loneliness the silt is pregnant with my Millennium bitter persistent stability is apart of the past a shapeless gossip,[url=http://www.huilemielolives.fr/doudounemoncler.asp]doudoune moncler pas cher[/url], had not broken tone finally in the contemplation of the crushing scattered into the swaying grass,[url=http://www.lasabbiona.it/moncleroutlet.asp]moncler outlet[/url], in the tea folk song long stroke far.
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To the first love
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from the distant place with a blank sheet of paper
because the events of the past can not mention
with only the sound of soul is happiness - you -
blessing
Now you have been away from
time but not go memory
I put everything you
so faintly recognizable former days
I for you shed a tear
for happiness - you -
blessing
to first love
once has become a distant past
me back to you
clearly know you --
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A missing the dream you when the light the moon will find it too bright knowing that the end of the road is not export I also cut the posterior the head also don't return delusion chase your footsteps those seemed to be crumbling walls of memory fall on my side I has no time to take a look desolate plug who in the play began to stray wandering in wealth and poverty wandering in the heaven and hell finally one day God,[link widoczny dla zalogowanych], God will be my replacement on the right hand or asked me: "warm? quietly accompany shall not see the full moon. always regret such moments, only know that they will be shy.
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I know, because this year the university entrance exam questions is difficult, results are not up to the usual standard, seriously affecting the daughter's self-confidence. She's under a lot of pressure, just don't say it.

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status I don't care about anything I want is you is your love for me I really miss you now of you when you are so different Dear you still love me? plough you from iron refining soul fire sweat and strength across the gully sill a balanced in lean to years you in front of the old cattle don't know maybe plow old father don't know you tears along the walls down rusty thumbed through thickness and the vicissitudes of the years the earth. the sky is red never said tired a crescent moon hung in the night,Ten years of groundless talk is the "good mood". who in the dark of night to pursue? take comfort. Lengxiang rose these cool, I know is you,[link widoczny dla zalogowanych],Green took the field summer Stretch Skirt Dance autumn and winter cold people is my mind I don't want to say goodbye goodbye no candle light if the years have kept sealed you gently on my heart my heart like Xia Tang ripples pond lotus sway let green umbrella under bashful let bamboo Artemisia scratched halo silhouette of a moment to say goodbye
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Thoughts of laziness will surely manifest in weak habits of dirtiness and unfaithfulness and there by creating foul and extreme poverty and penury
Thoughts of hate and vengeance will manifest in habits of accusation and violence,
What you are getting is a just reward for what you have toiled for in the mental realm. Eventually, just like she was doing it to herself. you'll have some great shots. you can certainly save a lot of money without allowing your wedding day to appear low-cost.
From the corner of my eye I couldn’t help but observe the little boy's joyful spirit. Following dinner Jackie abruptly leapt from her chair,[link widoczny dla zalogowanych], you will eventually discover for yourself that the ultimate key to fulfillment is to allow the Force of Life within to express Itself through you, some form of yoga all support you in tapping and awakening the Life in your heart. monitor fat,[link widoczny dla zalogowanych], The need to control food can be channeled into creating healthy and nutritious meals. First, Even if you're the driver and the road empty and even though your boss told you yesterday you did a great job. What can I do, People at this stage tend to remind themselves of how much progress they have made.
One can conclude that Mary is depressed,[link widoczny dla zalogowanych], Seven basic spiritual needs have been identified: (1,[link widoczny dla zalogowanych], the self that I just fought so hard to gain back. I have suffered a lot of loss in the last few years and any self worth I had just vanished. you can work on these important changes on your own and help yourself to cope better with all the stress that this disease called Arthritis,[link widoczny dla zalogowanych], or cognitive distortions. (Go on, Then do your best,[link widoczny dla zalogowanych], And on a final note,[link widoczny dla zalogowanych], You and your family members step on each other’s toes and it isn’t clear who’s in charge of what or whom?
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You'll be the guy that everyone likes. without prejudices, Your ex never brought you flowers? I dropped my victim story and accepted God’s invitation to dance. eyes glued to the massive 500 page textbook that was opened in front of me.

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The worst thing you can do is resurrect old arguments in the context of a new one,[link widoczny dla zalogowanych].

5.
The birth of a grandchild is a sacred event.
Almost 10 years ago I was preparing for the birth of a grandchild, exercise and eat healthy foods.
Where possible make things right. this man would definitely not be on my list of candidates. Currently,[link widoczny dla zalogowanych], In our interviews over the past 25+ years with couples that had a successful marriage we are always struck by their undying trust in each other. The handsome man walking down the street draws your attention. Loving behavior toward myself and others always brings a deep inner sense of joy.
heartbreak,[link widoczny dla zalogowanych], hinders achievement,[link widoczny dla zalogowanych], Conclusion for Teaching Your Kids How to Make Friends
Start teaching social skills today. I knew I could help parents teach the ideas in this book to their kids
But some parents said,[link widoczny dla zalogowanych],
Over the years,[link widoczny dla zalogowanych], Love well! His interest was likewise piqued by the aforementioned question.com,[link widoczny dla zalogowanych], "I am unwilling to even imagine seeing myself as a good person because.. She continued.
In the end,[link widoczny dla zalogowanych], It is the child who will have an upset stomach from all of the junk food he was allowed to eat over the weekend. Thus,
Spillover
This theory focuses on the impact that satisfaction and affect from one domain has on the other domain. Ph. if nobody is available for a venting session,[link widoczny dla zalogowanych], At night when you are putting them to bed you can say,[link widoczny dla zalogowanych], Here are a few samples you can look at by going to You could even let your teen lead the devotion time one night. It keeps the momentum of the interaction going creates a dynamic where it's natural for us to text each other.
Also.

Step 2: Stop Your Whining
Often you are unconsciously encouraging your Frenemies to be negative by complaining to them about what is wrong with your love life. or they may be familiar and ingrained parts of lifetime relationships that are so subtle you may not even be fully aware of them. to which you can follow up with a “so do you get to see each other often? an ability to think on the spot,[link widoczny dla zalogowanych], Doing this exercise will open your eyes to the super qualities you have to draw on. One you can look back on and be proud of. He doesn’t have to go shoe shopping with you if he doesn’t want to.
• Eliminate negativity. Now here was this really harsh email. In person Tisha was as sweet as pie; nice.
(Not to be confused with the appropriate practice of valuing your partner’s opinion before making a decision that affects both of you. It was like my brain stopped working and I had to rely on hers. Author's Bio: All religions never specified a particular place to connect with the higher power to be. but really “making love” and developing a good intimate relationship takes some time and effort. Porn is sex without intimacy. Obviously both men and women have emotions - it's just that men may in general be a little less expressive,[link widoczny dla zalogowanych],
The way things have gone for you up to now really didn't have to be that way when we have this depth of understanding. I think parents do become afraid to ask them for things because that can often produce an outburst of anger.相关的主题文章:

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You'll be the guy that everyone likes. without prejudices, Your ex never brought you flowers? I dropped my victim story and accepted God’s invitation to dance. eyes glued to the massive 500 page textbook that was opened in front of me.

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■ peach
after a winter of brewing,[link widoczny dla zalogowanych], your face was red.
bees flying, gently touched, your mind will flow out
a singled red spring, secret or open
bloom in my window
March spring, cut out your shyness.
but not cut, I am drifting profusely and disorderly thoughts
through this piece of Taolin, arrived in a pink dream
in pairs of birds is a prisoner of love
in the face of spring,[link widoczny dla zalogowanych], I decided to spring sleep,[link widoczny dla zalogowanych], or die.
let the gentle wind,[link widoczny dla zalogowanych], blow me Lake
dawn,[link widoczny dla zalogowanych], you kiss the green
lurking down,[link widoczny dla zalogowanych], with a soft body nurturing my rebirth
■ peach blossom rain
classic program from the afternoon, pink
dance. Choose before dark
sadness at
I will the curtain opened,[link widoczny dla zalogowanych]. Flying curve
interpretation of youth, and love
heart you wake up
life is a flower rain. Last evening
always peep Taolin,[link widoczny dla zalogowanych], elegant artistic conception
it all,[link widoczny dla zalogowanych], I dodge
a fall red,[link widoczny dla zalogowanych], calm in after drifting profusely and disorderly
silent blossom rain,[link widoczny dla zalogowanych], moistens the tired heart
moistens the Taolinkou in memory,[link widoczny dla zalogowanych].相关的主题文章：

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Your spine is the mountain, the sky is falling, you would rather break than bend.your love is the great ship, the waves came, you Talang forward.your face is so solemn, but your title is the most solemn.

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In the heart the most soft place
,[link widoczny dla zalogowanych]
wrapped disc on a long wick
lit
find your heart a corner to hide
find your shadow
bright
as just the fate of brotherly affection
also lit all the sorrow
care
put you in my heart the most soft place
always bright
like in tonight's Moonlight
read long相关的主题文章：

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Your spine is the mountain, the sky is falling, you would rather break than bend.your love is the great ship, the waves came, you Talang forward.your face is so solemn, but your title is the most solemn.

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as the pollution of Bohai "China public interest litigation first", Jia Fangyi put forward,[link widoczny dla zalogowanych], not only the fishermen encountered difficulties of public interest litigation rights, Bohai pollution is harder. To this end, he issued an open initiative, the citizen's right to write into the "civil procedure law".
Jia Fangyi thinks,[link widoczny dla zalogowanych], this year "the revised draft" new "public interest litigation", but the "citizen" excluded,[link widoczny dla zalogowanych], it is a pity. "Food safety problem of flooding and serious pollution of the environment today,[link widoczny dla zalogowanych], the plaintiff qualification of civil public interest litigation written into legislation is of great social significance. Bohai Bay was polluted,[link widoczny dla zalogowanych], I put forward public interest litigation, but the leakage of oil spill in the Gulf of Bohai for five months, the judge also reported. The biggest obstacle is the laws of our country, not citizens' public interest litigation 'these four words."
"want to subject state organs, citizens or social groups are included in the public interest litigation can exercise this right, it is reasonable."
Yantai farmers sued Kang Fei's attorney, Beijing China city law firms Jia Fangyi said, according to the law,[link widoczny dla zalogowanych], the most late this month 30 days,[link widoczny dla zalogowanych], you can know whether the court accepts.
on the 28 day, Jia Fangyi lawyer told reporters, the afternoon of the 18 day, they have to express way will submit a complaint of Qingdao maritime court. The 24 day,[link widoczny dla zalogowanych], he confirmed to the Qingdao maritime court telephone, the court has received the complaint in 23 days. "According to the law, the court receives a statement of complaint,[link widoczny dla zalogowanych], that meet the conditions for prosecution,[link widoczny dla zalogowanych], shall be filed within seven days; does not meet the conditions for prosecution,[link widoczny dla zalogowanych], shall make a decision within seven days will not be accepted. Therefore, the latest 30 days, we'll know the results indicted. At present,[link widoczny dla zalogowanych], we have not received any notification of the court."
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And you know what? It turns people off.
3. Invite spirit.
This is what I know so far,[link widoczny dla zalogowanych].
How do you know yourself? How do you BE yourself?
So I was sitting downstairs this morning with my feet in hot water while soulmate is behind a closed door with his laptop and Miss Persnickety Kitty, who is his comfort and companion when we have conflict. I imagined I could feel soulmate’s anger wafting down to me in waves. I imagined what I would do if he came downstairs and walked past my butter yellow chair. Should I smile? Look at him? Not look at him?
By Talyaa Liera
See all Articles by Talyaa LieraSee Talyaa Liera's Expert PageGet Updates on Empowering WomenGet Updates on Talyaa Liera Average: 0 Your rating: None Tweet
This morning I sat in the butter-yellow leather chair downstairs with my feet in a tub of hot water and read Penelope Trunk. I have sort of a love-hate relationship with Penelope Trunk (something she said once pissed me off), but today it is all love because this morning, with my feet in hot water, I recognized myself in her writing. And, for the first time, seeing and knowing myself felt good.
And to do what I am here to do, first I had to figure out what it is to be a woman.
This has helped me do better work. I am more open. More curious. I use more of my superpowers — the kind we all have, of listening in to our bodies and the wisdom the rests in our physical being.
Once I was really woo-woo. Then I met soulmate and he had nothing good to say about woo-woo. I was already having serious doubts about woo-woo but he clinched it for me, and my Chameleon self peeled the woo-woo cape right off and burned it. Now I miss thinking that everything happens for a reason and that there really is magic.
I can’t tell you how hard this has been for me,[link widoczny dla zalogowanych]. I am a Pleaser. A Chameleon. I think many women learn to cope and feel safe by figuring out what the people around them want and then being that,[link widoczny dla zalogowanych]. That is what I did,[link widoczny dla zalogowanych]. It takes an enormous amount of energy.
I mean, I still think all that but the tiny sliver of disbelief has festered and there is a huge voice inside me yelling PROVE IT!
I only have one man to love. I can do that, right? Be big enough to make space for his emotions? Go deep enough to trust that when he’s done stomping around and feeling thwarted that he’ll remember I am here and that I know he is this amazing brilliant man?
I know, right? This goes without saying?
Look! These women write. Express. And I believe they are authentic. Point taken.
4. Love with all of you.
I have some serious girl crushes.
Wow, that sucks.
At the beginning of the month I felt stuck and frustrated in figuring out how to do and talk about what it is I do for money. I made a list of four websites I was drawn to and why. The first thing I noticed was that all four were from women. And then I noticed what the four women were doing. I saw what they had in common. And from that list I figured out what I want to do in the world — why I’m here, really — and the steps to take to get there.
We women are the creators and holders of the sacred. I don’t think this means we should all become nuns or that we should spend our Saturday nights holding candles and chanting in long processions or drumming to the ancients or dancing our ecstasy. Or maybe it means we should do all those things. Within each woman lives the seed of the sacred — it is a woman’s job to seek out her unique seed and grow it.
I am dark. I am needy. I have doubts. I write about painful moments because that’s how I process them. I see not only what is in the glass, but I also think about what was once in the glass, what might be in the glass (like the dead bug floating in the water), the detergent used to wash the glass, all the times I ever held the glass,[link widoczny dla zalogowanych], the person who gave me the glass, and what it might feel like if I used the glass to toss back a shot of ouzo and then hurled it into the fireplace without worrying about who was going to clean up all that broken glass.
That’s what love with all of you is. That’s what we women do. When we love with all of us, we are an unstoppable force.
~~~
I am creating a course that teaches ways to listen to the voice inside you. It’s to help women do the Know Yourself + Be Yourself part of How To be A Woman. Until the course launches (tentatively titled The Magical Voyage of the Wild Goddess: 28 Days to Champion Your Soul Song),[link widoczny dla zalogowanych], consider a 3-pack of Shazam to clear + heal + direct and get ready to go deeper on your own with the Magical Voyage.
In the meantime, why haven’t you yet subscribed to Tasty Bites? Go to Wild Goddess Life (dot) come and look for the pink box on the upper right side of most pages!
So I take my moments of Spirit as I can.
What does this mean to you?
I adore Patti Digh. We are Facebook friends. I own one of her books. I love how kind she is, how generous, how global and embracing and welcoming she is, and how fun. I believe that just how she comes across in her Facebook status updates is how she is when you are having a cup of tea with her. Patti is on my list of girl crushes.
I saw this picture in my head of a woman,[link widoczny dla zalogowanych], the matriarch of a large family of men. She sat placidly while the men stomped around being manly and doing Man Things, thrusting themselves out into the world and sometimes feeling thwarted, and when that happened they’d stomp around and be angry and yell a little. And the woman just sat, with all these men milling around her, and she loved each of them and was big enough inside to sit with the space for her men to be men.
This is really a corollary to Know Yourself + Be Yourself. If you don’t really know who you are,[link widoczny dla zalogowanych], then you can only love with the part of you that you do know. You know?
I can tell you what I am doing to know and be myself. That’s the next part of how to be a woman.
2,[link widoczny dla zalogowanych]. Create + express. Authentically.
I also have a girl crush on the Communicatrix. I saw a photo of her sculpted shaved head the other day and thought, If only I had the courage. I imagine her chomping a cigar and snapping her braces (the suspenders kind, not the metal-mouth kind) and barking out editorial deadlines at scuttling lackeys. I sure hope she has scuttling lackeys.
I hid my expression for years. Don’t be that woman. We women need to create. We need to express all the stuff that lives in our souls. Whatever it looks like.
1. Know yourself. Be yourself.
Then there is today’s crush-of-the-moment, Penelope. You know where she had me this morning? When she compared herself to the Pioneer Woman. Lightbulb. I saw myself in that comparison. Everyone loves the Pioneer Woman. Who wouldn’t? She is perky and nice and writes about pies and her man is a horse-riding chap-wearing hunk and all their kids have these amazing blue eyes and the skies go on forever where they live.
I am not that likable.
[a woman, no longer on my client list, send me an email the other day because I used the word "sucks" in a promotional email to past clients and she said it was not professional. She is right, but sometimes I like the word and I am going to use it. Because doing things just to please other people and avoid conflict sucks more.]
Author's Bio:
I am having conflict with soulmate today. I hate conflict and in the past would do all sorts of things to avoid it. I feel really awful when we have conflict. I was so surprised when soulmate once told me (he is a therapist among other polymath adventures,[link widoczny dla zalogowanych]; he should know) that ALL relationships have conflict. What? There is no Happily Ever After = No Yelling,[link widoczny dla zalogowanych]?
My soulmate used to say, “I don’t know you.” and I would think, That’s weird, we talk all the time, and I am right here, and oh, maybe he just means we are still in that getting-to-know-you phase,[link widoczny dla zalogowanych], but you know what? I know now that what he meant was You are hiding. I can’t see you. You are being Someone, not You. Who are You?
I am here to speak and write about how women can come together in sacred sisterhood and learn about themselves, create and express who they are, and then change their world by living their passion and bringing wisdom to the people in their lives.
Here it is. This is my life’s work. I’m working on the 5-second elevator speech version but this is what I have so far.
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Some of what I've learned...
Myth: When I lose this weight, my self esteem will improve and I won't have the same confidence issues.
Truth: Not Necessarily. Some 'beautiful' people are the most insecure because their sense of self-worth and identity comes entirely from their looks... and we all know looks are temporary,[link widoczny dla zalogowanych].
We are multi-dimensional, wonderful, amazing, complex creatures; not one-dimensional bodies. We are much more than a bunch of muscles, bones, fat, organs and facial features. Much more than an image. More than something to look at. If success, significance, influence or happiness was dependant on being physically attractive, I'd be one very unsuccessful, insignificant,[link widoczny dla zalogowanych], miserable puppy!
Author's Bio:
Myth: Losing weight will 'fix' my unhealthy relationship with my partner.
Truth: Nup. It may help a little, but your problems with your partner extend way beyond your butt, your gut and your bodyfat.
There's a lesson.
Myth: Pretty = attractive,[link widoczny dla zalogowanych].
Reality: Some people who may not fit the stereotypical 'pretty' mould (guys and girls) are incredibly attractive. And some of the 'prettiest' people are actually quite ugly. You know what I mean.
Myth: When I get in shape, everything will be okay, or at the very least, much better.
Truth: An amazing body doesn't equal an amazing life,[link widoczny dla zalogowanych].
As a rule, what we look like has little or no correlation to happiness, fulfilment or the absence of problems. The media won't tell you that, but I will. Being in shape physically doesn't mean that you are emotionally or psychologically healthy. In fact,[link widoczny dla zalogowanych], the majority of people who invest a disproportionate amount of time into their body and their appearance often have significant emotional and psychological issues (in my experience).
Over the years I have watched many people turn a healthy endeavour (getting in shape) into an unhealthy, even destructive obsession and I have never met one single person who is obsessed with their appearance... and happy. Not one in all the thousands.
It's a good thing that we have the capacity to learn,[link widoczny dla zalogowanych], adapt and change.
Myth: I will be satisfied when I reach (insert desired weight),[link widoczny dla zalogowanych].
Reality: Ain't gonna happen,[link widoczny dla zalogowanych]. Often. Most people are forever moving the goal posts,[link widoczny dla zalogowanych].
"Only ten more pounds... then I'll be happy."
"Okay... just five more."
This message might also seem ironic coming from a bloke who was, for a while there,[link widoczny dla zalogowanych], obsessed with building his own freaky body. I was young and dumb. Forgive me.
By Craig Harper
See all Articles by Craig HarperSee Craig Harper's Expert PageGet Updates on Self-Esteem and Self ConfidenceGet Updates on Craig Harper Average: 0 Your rating: None Tweet
And so...
Working hard to be in good physical shape is a good thing; a healthy goal. But not when it's to the exclusion of developing 'all' of us. Not when it distracts us from who we really are, who we might become and what we might achieve beyond a six-pack and some perfect teeth. And not when it turns us into unbalanced, self-absorbed, insecure obsessives.
Myth: My mindset and attitude will change when I lose the weight.
Reality: I will lose the weight when my mindset and attitude change.
Myth: Getting in shape is essentially a physical process.
Reality: Getting in shape (that is creating forever physical change) is more of an emotional and psychological journey than anything else. The physical change is a consequence of that journey. If we don't change emotionally and psychologically, we will never create lasting physical change. If the fitness industry understood this and operated from this paradigm, we would consistently see much better outcomes.
This might seem like an unlikely discussion coming from a bloke who has spent the best part of his (working) life owning and running gyms and helping people create their best body, but working along side thousands of people for a quarter of a century (good grief) has taught me many (many, many) lessons and reinforced many pre-existing beliefs. Lessons that some people desperately need to learn.
Myth: Body = Identity,[link widoczny dla zalogowanych].
Reality: As I've shared before "my body is not who I am, it's just where I live." It's how I get around! I am an emotional, cerebral,[link widoczny dla zalogowanych], spiritual and physical being.
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Leadership—Zig Ziglar says it best: “It’s not what you’ve got, it’s what you use that makes a difference.” That’s the essence of leadership and how it can be put to work for you, especially in the context of large-account selling. It’s incumbent on you to take stock of your strengths and weaknesses and to find ways to capitalize and compensate accordingly. Leadership is about more than just the power you possess as an individual to make great changes. Thought leadership on an organization-wide scale matters, too. One of the fastest ways to get noticed by senior people is to showcase what you know and what your organization stands for.
Analysis—Invest the time and resources necessary to gain a better understanding of your market and your targeted decision makers who live in it. I don’t just mean that you should research what a particular company does. You also need to look at their buying history with you, read their annual reports,[link widoczny dla zalogowanych], and gauge their corporate values. Next, look at how well their needs could be met by the sales team in your organization. The outcome will be some very important strategic questions for you to answer.
This is an important shift,[link widoczny dla zalogowanych], and it matches three important trends that I have been seeing in the marketplace today. First,[link widoczny dla zalogowanych], it takes more work than before to pinpoint the decision makers in large organizations. Second,[link widoczny dla zalogowanych], there is a growing risk that those decision makers will make buying decisions without your input because you are either unsuccessful in identifying them or in communicating values that they are looking for. Third,[link widoczny dla zalogowanych], your prospective customers and buyers are actively researching on their own at the front-end to decide if you are worth investing the time it takes to build a relationship.
The three areas I’ve briefly outlined for you in this article identify how you can analyze,[link widoczny dla zalogowanych], plan and showcase yourself and your organization as more than just an office of sales people. Adopting the right mindset is a good start,[link widoczny dla zalogowanych], but there’s more that needs to be done. Implementation matters just as much as how you plan ahead. Therefore, over the coming weeks,[link widoczny dla zalogowanych], I will be sharing with you field-tested activities that you need to master so that you can generate the sales you are looking for in large enterprises.
As Marc T. Miller and Jason Sinkovitz argue in their provocatively titled best-seller “Selling is Dead,” if you’re working in a growth-focused company today,[link widoczny dla zalogowanych], there are big, big changes you need to make in how you operate and how you think if you want to avoid becoming a dinosaur. To be clear, the authors point out that despite their eye-catching title, the act of selling isn’t really dead. Rather, “the traditional sales roles, strategies and skills that organizations have relied on have become ineffective.”
Private coaching clients are telling us regularly how important it is for them to broaden their skills to do a better job of thinking strategically and managing large accounts. Those are areas that we are focusing on increasingly here at Engage Selling. I recognize—just as you do—that so much activity in sales today is happening at the enterprise level, so success here is vital.
Author's Bio:
What does a strategic approach entail? There are three areas where you need to excel: analysis, planning and leadership.
Selling at the enterprise level is different compared to other levels. Conventional wisdom points to such distinctions as the fact you’re dealing with many decision makers at once and that buying decisions take longer. There is new challenge emerging,[link widoczny dla zalogowanych], however. The rules governing enterprise sales today have changed…dramatically.
Think like a businessperson who sells
Whether you’re in charge of implementing a sales strategy for a team,[link widoczny dla zalogowanych], or are on the front lines yourself, it’s vital that you adopt the right mindset for large-account sales. Think like a businessperson who sells, as opposed to the more traditional approach of focusing on features and benefits to close more deals.
Given these trends, it’s important to adopt the right way of looking at these challenges and devising a winning solution.
By Colleen Francis
See all Articles by Casey FitzGeraldGet Updates on Coach TrainingGet Updates on Casey FitzGerald Average: 0 Your rating: None Tweet
Planning—Pay careful attention to how you structure your planning. A 2005 study by Marakon Associates surveyed senior executives from more than 150 large companies worldwide. It found that those companies with standard planning processes and practices made only 2.5 major strategic decisions each year,[link widoczny dla zalogowanych], on average. Those that developed strategies continuously made more than twice as many strategic decisions per year.
As a businessperson, think bigger with an eye to developing a long-term plan and sticking to it. After all, strategic account management is all about value alignment—understanding what executives are trying to accomplish and showing how you can help.
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