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Solutions Are Worth Nothing
If you’re a long-time reader of this blog, you know that I’ve talked a lot about the need to monetize the value of what you do. In today’s Drought, merely talking about benefits is not enough to drive successful results.
3 Steps to Superior Performance
I had a very interesting conversation with a CEO attendee at one of my speeches. He’s built an...
Fridays With Vistage
Many of you know that I regularly speak to Vistage groups around the country. For me, it's a great...
Promise, Pitch & Pray
Increasingly, over the last twenty years “Promise, Pitch & Pray,” has become the battle cry of the...
Growth Barrier 2: Focus On Margin Growth
In my first Growth Barriers post, I discussed how your competition is irrelevant and how to tell if...
Growth Barrier 1: Bypassing Your Competition
Several years ago, I created a tool to identify how well a company is positioned to successfully...
Leaning Forward
For those that don’t know me well, I’m actively involved in coaching my 12-year-old son’s baseball...
The Only Research That Works
I got an email today from a marketing consultant cautioning everyone to be careful not use customer...
Managing Ambiguity In Sales
Wouldn't it be nice if we could go into a sales situation clearly knowing who is going to make the...
The #1 Sales Killer
Wouldn't it be great if the first thing a potential customer said to you was that they were in the...
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