Recent Articles

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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The Simple Secret To Earning Customer Loyalty

The Simple Secret To Earning Customer Loyalty

| February 3, 2015 | 0 Comments

As published on Forbes.com Just like you, I deal with service providers every day. It might be an airline, a hotel, a technology vendor, or someone doing work in my home. And, just like you, some of those experiences are great, and some… well… not so great. Along the way, I’ve uncovered a pattern that I’ll […]

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It’s Time To Change How We Teach Our Children About Business

It’s Time To Change How We Teach Our Children About Business

| January 28, 2015 | 2 Comments

There is a push to teach our next generation about science and math. But what about the best way for children to discover the nuances of business?

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Critical Sales Issues That You Can’t Afford To Ignore

Critical Sales Issues That You Can’t Afford To Ignore

| January 20, 2015 | 1 Comment

While preparing for a recent corporate training workshop, I recommended to the company’s management team that we conduct a pre-survey with their participants. The results pointed to two critical sales issues that you cannot afford to ignore.

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