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Build A Sales Culture For Growth Across Your Organization

Build A Sales Culture For Growth Across Your Organization

| April 15, 2015 | 0 Comments

One of the most common questions I receive at my keynote addresses and workshops is how to infuse an organization with a culture of sales for growth. The top companies seem to just…

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Why Your Business Must Embrace Social Media Yesterday

Why Your Business Must Embrace Social Media Yesterday

| April 7, 2015 | 0 Comments

For years I thought “I don’t care about social media. My business isn’t one of ‘those’ businesses.” Maybe you’ve been thinking the same thing. Perhaps you decided to dip your toes in the water, but you’re certainly not going to…

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How To Avoid Blowing Important Client Meetings

How To Avoid Blowing Important Client Meetings

| April 1, 2015 | 0 Comments

Susan was pursuing a huge deal for her company. This was the kind of deal that had the potential to double their business overnight. When the customer started applying pricing pressure, Susan responded in a confrontational way. As the two started arguing, Susan knew the deal was lost. After all, this was not the right […]

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Why Nobody Smart Charges for Wi-Fi

Why Nobody Smart Charges for Wi-Fi

| March 25, 2015 | 2 Comments

Walk into any bookstore, Starbucks, or Panera, and you can count on Wi-Fi. Sure, you might have to click a button that says that you are giving up all rights to privacy, but most of us press that button without hesitation. Remember the debate about privacy vs. convenience? (Hint – Convenience […]

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The Good, The Bad, And The Ugly Of Cost Cutting

The Good, The Bad, And The Ugly Of Cost Cutting

| March 17, 2015 | 0 Comments

As published on Forbes.com Those who specialize in expense reduction would accurately argue that each dollar you earn in sales contributes a small percentage to profit. But, each dollar you save goes directly to the bottom line. Your cost cutting might be driven by a desire to price your products or services more competitively, to improve […]

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Annoying Social Media Tactics That Cost You Business

Annoying Social Media Tactics That Cost You Business

| March 10, 2015 | 1 Comment

As published on Forbes.com Each day, I am honored when people connect with me via LinkedIn, Twitter, Facebook, and e-mail. Most people want to share a conversation, or ideas. Sometimes we have the good fortune of meeting in person when I travel to their area or vice versa. We build a virtual community or tribe as […]

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The Secret To Why Some Clients Happily Pay More

The Secret To Why Some Clients Happily Pay More

| March 3, 2015 | 0 Comments

Several attendees at a recent event raised the same question: “Our clients have tight budgets. There is more pressure than ever to save money. How do we address that issue?” This reminded me of…

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Is Your Work Heroic, Or Just Work?

Is Your Work Heroic, Or Just Work?

| February 24, 2015 | 2 Comments

I meet plenty of people who are good at their jobs. I spend time with some who love what they do, and others who do what they do so that they can spend time doing what they love. The top people in every field have one thing in common.

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What’s Your Sales Persona… Order Taker, Salesperson, or Expert?

What’s Your Sales Persona… Order Taker, Salesperson, or Expert?

| February 18, 2015 | 1 Comment

For an upcoming workshop I am conducting, the CEO wanted to shift his team from being order takers to being more of a sales-driven organization. I asked why he wanted his team to make the shift to being salespeople.

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Nightmare Home Renovation: What HGTV Forgot To Tell You

Nightmare Home Renovation: What HGTV Forgot To Tell You

| February 11, 2015 | 4 Comments

If you have ever watched any of the shows on HGTV, you might conclude that a complete renovation can be completed within an hour… including commercials. My wife and I just completed a lengthy and extensive nightmare of a home renovation. We experienced painful lessons that HGTV forgot to tell you about home renovations.

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