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Conquering the Strategic Growth Ghost

If you don’t know exactly what you’re selling and why your customers are buying, strategic growth will remain a ghostly apparition–always elusive and never materializing. And if your organization isn’t...

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11 Must Knows to Win the Job

The other day I received a call from a sales professional I admire and she asked me for some help preparing for an interview. I was honored that she thought of me and was happy to help her prepare. I...

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Are You Digging Deeply Enough?

Assets, strengths, weaknesses and vulnerabilities – the ability to pinpoint these items are critical factors to your organization’s potential for long-term success. True strategic planning comes from...

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Adopt the Miracle on 34th Street Selling Philosophy

As the 2015 holiday season approaches, I attended the play Miracle on 34th Street at the Kodak Theatre on the Ridge over Thanksgiving weekend and was reminded what a great sales philosophy the story...

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Start 2016 Now

So, 2015 is just about in the rear view mirror. Rather than spend the next week or so patting yourself on the back – or grousing about a down year – sit down for an hour or so of honest reflection and...

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