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MCCC Blog

Click Here to submit an article for our blog. 
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.

Soak Away the Effects of Stress in a Hot / Cold Immersion - Without Having to Go to the Artic!

9/21/2023

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By Performance Lifestyle Coach John Allen Mollenhauer “JAM” Founder of Regenus Center
​​
However much we want to deny it, Excess Stress is an unfortunate part of the human experience, and it can have various effects on our bodies, such as fatigue, inflammation, and a weakened immune system. As most of us juggle external responsibilities that range from work deadlines to family care, we all have stressful times and days that feel overwhelming and deplete our vital energy, giving rise to the added low-grade biological stress of tiredness itself, inflammation, and pain. 
​
While hot tubs and traditional saunas often get the spotlight regarding stress relief, ironically, "cold water immersions," traditionally known as "ice baths," or “plunges into a lake ice-opening,” are an overlooked source of recovery from stress, relief, and relaxation (believe it or not) with the added benefits of reducing inflammation and pain.

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The "FORCE MULTIPLIER" Most Sales Teams Don't Bother to Deploy

9/21/2023

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By Cal Thomas, Sandler Morristown
One of the most powerful ideas for maximizing team sales productivity is a surprisingly simple one: “Don’t buy back tomorrow what you sold today.”  At Sandler, we believe that sales process and methodology ought to be consistent across all seller roles. Having different parts of the sales team learning and executing different approaches results in a siloed strategy. That not only wastes resources, but it also sends inconsistent signals to clients and customers, and it undermines the customer experience. 

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Activate Your Soul Force to Look, Feel and Perform Better Than Ever Before

8/24/2023

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By Performance Lifestyle Coach John Allen Mollenhauer “JAM” Founder of Regenus Center
What is Soul Force? Soul force is your Spirit-driven power, powered by life force energy or vital energy. Countless spiritual and philosophical traditions are built on these two layers of being that exist before who and how you are in the world.  Your own experience will support them as well, and when you can activate and harness them as one, your life, energy levels, health and performance, and more will never be the same. They will be forever better.

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The One Technique That Empowers You to Run a Great Sales Meeting

8/21/2023

 
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By Cal Thomas, Sandler Morristown
What’s the key to running a great sales meeting?  At Sandler, we teach that success in this critical area lies in learning to propose a specific type of agreement before anything of consequence happens between the participants -- an agreement about what, exactly, is going to take place during the discussion that’s about to unfold. The act of proposing this agreement levels the psychological playing field between buyer and seller. Which is why this particular technique, known as the up-front contract, is such a game-changer. 

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Say Goodbye to Burning Out

7/20/2023

 
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By John Allen Mollenhauer “JAM” Founder of Regenus Center
Let me briefly introduce you to the idea of living a Performance Lifestyle® (PL).  A performance lifestyle is for individuals who are driven and aspire to achieve their ambitious goals without burning out, or coping with a hidden downward spiral, that causes many high achievers to sacrifice their health for success.  In a Performance Lifestyle, the primary emphasis is staying grounded in what you really are, in the right relationship with who you are, so that you’ve got the highest level of control over how you achieve your goals.  Also, making sure your body is regularly recharged, recovered, restored, and rejuvenated with what’s becoming more popularly known as life force energy.  You need high levels of life force energy to maintain the health and high performance you need to succeed with good quality of life. Gone are the days when willing yourself through tiredness, exhaustion or fatigue is a smart strategy for performing well.  

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Ask This One Powerful Question … Before You Agree to Deliver A Presentation

7/20/2023

 
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By Cal Thomas, Sandler Morristown
​When a prospect asks you to deliver a presentation, do you instantly agree?  Lots of salespeople do. Sometimes it’s because they’re excited about the possibility of engaging directly with a person they haven’t been able to meet yet.  Sometimes it’s because they think that any sign of interest from a prospect should be quickly rewarded. And sometimes it’s because they just love being the center of attention!  But in reality, none of these justifications are strategically sound reasons for a salesperson to agree to deliver a formal presentation.  Here’s why. ​

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Are Sales and Marketing Working Together?

7/13/2023

 
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By Allan Berger, Berger Business Advisors
We have seen countless examples of uncoordinated sales and marketing activities resulted in wasting both time and money. Here’s one example. A company exhibits at a trade show. Leads are collected but not distributed to sales reps until long after the trade show ends. By the time the sales rep contacts the attendee, the attendee no longer remembers why they were drawn to the company’s exhibit. How does this happen? It is easy to understand when sales and marketing are not working in harmony.

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Adopt the Mindset of An Athlete to Achieve Your Life, Career, or Business Goals Like a Pro

6/15/2023

 
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By John Allen Mollenhauer, “JAM” Performance Lifestyle® Coach
It does not matter if you're into sports or even a fitness enthusiast. 
When someone says you can do something "like a pro," it means performing tasks or activities with the skill and expertise of a professional. It implies high proficiency and mastery in the how-to aspects of accomplishing an outcome or achieving your goals in your chosen industry field. But what most people, even many very successful people, need to learn is that it also implies proficiency in how you achieve your goals. 
  
Like a professional sports athlete, you have to know the game you're playing. Meaning you have to know your industry or "game." But you also need to live in a way that will yield the energy, health, and performance capacities you need to succeed in playing that game well, which is just as important and, in some cases, more.  

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Ask This Simple Question Before You Finalize Any Meeting with a Buyer or Influencer

6/15/2023

 
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By Cal Thomas, Sandler Morristown

​There’s one simple, easy-to-pose question that will, if you use it consistently, simultaneously improve your closing ratio, shorten your sales cycle, and deepen your relationship and impact within the buying organization.

And yet most salespeople hardly ever ask this question.

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Regenerate Your Life Force Energy

5/25/2023

 
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By John Allen Mollenhauer, “JAM” Performance Lifestyle® Coach.

Do you often feel low on power, sluggish, or face persistent fatigue due to the relentless demand for your time and energy?  Most people and I mean 'most people,' suffer from a trailing "sleep" or "energy debt," the chronic lack of recovery that robs your body of its natural life force energy.
 
When you spend more energy than you recuperate and don't allow your body to regenerate, you get caught up in a vicious cycle that reduces your performance and increases your risk of physical and mental health issues.

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The Budget Step...and the Monsters Under the Bed

5/25/2023

 
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By Cal Thomas, Sandler Training
​A critical part of the Sandler qualification process is finding out what the available budget is. One of the things we’ve found consistently is that most salespeople are deeply uncomfortable with the idea of coming right out and asking a decision-maker how much money is available to solve a problem.  Most of them skip the discussion entirely, then try to sneak in their pricing at the end of their presentation. Does that work? No.  The big question is: Why are so many salespeople so resistant to initiating this discussion?  And the answer is: there is a monster under their bed.

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Coaching Up and Coaching Out

5/1/2023

 
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by Laura Osborn Crothers, Crothers Consulting

In a recent study, CEOs only rated 38% of their mid-level leaders as “very good” or “excellent.” Clearly, there’s a disconnect in employees being groomed to possess those leadership qualities and current leadership. To rectify this, creating specific strategies to build strong leaders within the company is the first step. We believe that implementing a culture of coaching is a proven way. ​

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3 Big Insights You Discover Before Developing a Performance Lifestyle

4/27/2023

 
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By John Allen Mollenhauer JAM, Performance Lifestyle® Coach.
 
A Performance Lifestyle is an optimal approach to achieving your goals because you align the way you live with the fundamentals of energy, health, and performance in a lifestyle you can call your own focused on your success.  
 
It's a giant leap in the evolution away from the typical unhealthy lifestyle, as it takes the popular fitness lifestyle and traditional healthy lifestyle paradigms to a whole new level.

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Getting The Most from Your Broker Or Investment Banker When Selling Your Business

4/27/2023

 
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By Norman D. Kallen, Brown Moskowitz & Kallen, P.C.

Selling a business can be a complex and daunting task, and having a broker or investment banker to guide you through the process can be invaluable.

Here are some tips to help you get the most out of your broker or investment banker.

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A Decision to Not Make a Decision Is Still a Decision

4/27/2023

 
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By Cal Thomas, Sandler Training
​

David Sandler emphasized this classic definition so often that it’s fair to say he considered it to be of central importance to the Sandler Selling System. While his idea may sound a bit confusing to you the very first time you encounter it, if you follow it through, you will find that it makes perfect sense. In fact, this simple Sandler guideline often serves as the last word when it comes to deciding whether you have a “live” prospect – or a “dead” lead.

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The 5 Achiever Types. What’s Your Lifestyle like?

3/23/2023

 
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By John Allen Mollenhauer  "JAM", Performance Lifestyle® Coach
What Does Your "Achiever Type" Have to Do With Your Lifestyle—Your Energy, Your Overall Health, and Performance?  Everything!

Over many years, both personally and professionally, I have experienced first-hand how our lack of understanding of human performance has given way to an unhealthy relationship with work and achievement.  And then, often desperate attempts to overcome a poor sense of self, fatigue, weight gain, and mental and physical health complications that result from the excessive stress of a flawed approach. 

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Sell Like You Don't Need the Business

3/23/2023

 
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By Cal Thomas, Sandler Training

​You may have heard the old saying that 90 percent of success happens between the ears. That’s easy enough to say.

​But what does putting this principle into practice really mean? What does it look like when it shows up, in a discussion with a prospective buyer, as part of who we really are?

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Over-Exertion is the #1 Cause of Poor Performance, Poor Health and Disease

2/23/2023

 
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By John Allen Mollenhauer, Performance Lifestyle® Coach JAM
FOR ME, overexertion STARTED EARLY  I began working as an entrepreneur at the age of 9. I grew up in a modest, middle-income family, and my parents were pretty frugal. So, I enjoyed the freedom of having my own money. I never thought I would be anything but an entrepreneur and a business owner.  By age 19, while going to college, I had not only been running a small business for a decade while going to school, playing three sports, and “growing up,” I had already bought my first gym (open 19 hours per day) and then, by 21, co-founded what would become a chain of gyms. I was a driven achiever, applauded and rewarded for it, but while my friends were just getting started after college, I was facing what felt like a midlife crisis— tiredness, and fatigue.

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Three Big Ideas That Create Prospecting Breakthroughs

2/23/2023

 
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By Cal Thomas, Sandler Training
To sell effectively to the modern buyer, we need to identify and set aside all the head trash that keeps us from engaging effectively, and often, to uncover new opportunities.  This means understanding the power of our own behavior. Behavior is basically our muscle memory in action, which we regularly turn to and do as a matter of course, time after time. Behavior is quantifiable, meaning we can count it when it happens. Our prospecting behaviors drive our income. It’s that simple.

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The Healthy High Achiever and the HPL: The New Acronym for Excellence

8/18/2022

 
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by John Allen Mollenhauer, Lifestyle Coach JAM
Excellence originates from having energy, health, and the capacity to perform well without having to burn out or trade one's health for success, which compromises one's ability to live with Excellence.  It is sustained when you have developed a high-performance lifestyle or 'HPL.' Not everybody will live a high-performance lifestyle, but anybody can take an HPL from theory to practice to mastery in their own life.
​
If you asked 100 people if they would like to live a life of higher personal or professional achievement, 90+% would likely say YES. Whether they do comes down to how they get there.  Do you have a results-only mindset or a mindset focused on a high-performance lifestyle plus the goal-specific actions that result in what you want to achieve?  The difference could not be more profound. 

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You Don’t Have to Like Prospecting … You Just Have to Do It

8/18/2022

 
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By Cal Thomas, Sandler Training
The salesperson who claims to “like” prospecting hasn’t ever done it. How can anyone “like” a process that produces such an arena for rejection? When salespeople say they like prospecting, what they might mean is this: “I don’t mind paying the price of prospecting to reach my objectives.”  Many salespeople haven’t reached that stage. If you’re still at the stage where prospecting means dialing a number and hoping the line is busy… don’t worry. You’re okay. You just haven’t learned to focus on the end result. 

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How a Small Business Can Boost Strengths

8/8/2022

 
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By Jennifer Musser, JLM & Associates Consulting, LLC
Small business owners share many strengths. However, when we intentionally prioritize, delegate, and execute we don’t personally have to excel at all facets and details of running a business. Think back to prior jobs or schooling when we weren’t expected to specialize in everything. This concept applies to entrepreneurship. 

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The Healthy, High-Achiever℠

7/21/2022

 
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by John Allen Mollenhauer, Lifestyle Coach JAM
Performance Lifestyles So You and Your Team Can Achieve Ambitious Goals, Full Out, Without Burning 🔥 Out or Trading Your Health and Well Being For Success.​
I want to introduce you to an approach to goal achievement and an ever-better quality of life, even as you age. I’m borrowing a page from the world of athletics, but for his article, understand that the term “athlete,” which goes back to Bible (2 Timothy2:5 and Psalms19:5) and beyond, does not need to evoke visions of grueling preparation for a sporting event.  Bill Bowerman of Nike said, “if you have a body, you are an athlete.”  So how I would like you to interpret my use of the term “athlete” is as someone who has a lifestyle that enables them to manage their energy, stay healthy and both function and perform at higher levels in life—family, career/business, art, sport, ministry etc. 
Ok, let’s get into it. 

Read More

Speak More Languages, Close More Sales

7/21/2022

 
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By Cal Thomas, Sandler Training
Have you ever noticed that some people jump to quick conclusions, don’t like to get bogged down with details, and like to take the 30,000-foot view of issues?  Or that others prioritize making and keeping friends?  Or that still others just don’t like change and conflict, and want to avoid making decisions?  If you’ve ever noticed people who fit those descriptions, then you’re in a good position to expand your repertoire of selling languages!

Read More

It Takes Heart

6/23/2022

 
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By Jennifer Musser, JLM & Associates Consulting

​Launching a business is an interesting, challenging growth experience. Thousands of books are available to read. Podcasts are plentiful. The internet holds a sea of information. Folks offer advice and opinions. Some want to see you succeed. Others, not so much. At the end of the day, none of that matters.  A founder chooses what they find.

Read More
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