I was asked this question by a potential client the other day.  After talking about our approach to training and the techniques, process, etc. we talked about all the competition that is out there including Miller Heiman, Sandler, TAS, etc.  He asked me if I have ever come across a process, technique or anything that has been universally successful in Sales.  I told him I had and it was called ‘working your ass off.’  That is the only thing I have ever found to be universally true when it comes to success.  Everyone talks about working ‘smart.’  There’s no question we all need to find ways of making our lives more efficient and work smarter.  However, that does not replace the pure effort factor.  The most successful people I know work their asses off every day.  They work hard and smart.  One of my favorite quotes is (apparently) from Abe Lincoln – “Good things come to those who wait, but only things that are left by people who hustle.”  Who wants to wait for success?  I say go out and get it.  Unfortunately most people are not willing to put in the effort it takes to be truly great.  If you ever think you work hard take some time and go watch one of the best sales movies of all time – “The Pursuit of Happyness” with Will Smith (based on a true story) and see what hard work is really all about. Just working smart would have never been enough for that man to achieve what he achieved. So, for those of you out there searching for something that works try waking up a little earlier tomorrow, skipping the extended lunch with your colleagues, making the extra call, learning something new, staying a little later, etc.  Make it happen!