Value-Based Selling IS Personal

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The Sales and Marketing Magazine (www.salesandmarketing.com) recently provided to their members and subscribers a series of free white paper downloads.  One of the white papers available was written by a consultant working for ZS Associates (a highly regarded firm that does much of their business in “pharma.”  www.zsassociates.com). The specific white paper was titled, “Value-Based […] [Read More]
Categories: General

Get the Picture

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Every now and again, inspiration occurs from unlikely sources.  One such occasion happened recently while reading a book on morality and ethics that referenced how human behavior, and ethical decision-making are best thought of as resembling how a dual-action camera operates.  The explanation offered in the book has relevance for business performance standards and behaviors. […] [Read More]
Categories: General

March Madness Every Day

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The past few days have seen many people mesmerized by the NCAA basketball tournament games.  There have been more games than ever in the first round that went into overtime before a winner was determined, and there have been more “favorites” upset by lesser ranked opponents than nearly every fan could have ever predicted.  So […] [Read More]
Categories: General

What Hollywood Can Teach Business

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  The Oscars have been handed out and people are talking about whether they agree or disagree with the awarding of the Academy Awards.  Some prospective movie-viewers are busy filling out their movie viewing plans for the next few weeks, and others are reveling in the chance to get “lost” in the dramas and roughly one and […] [Read More]
Categories: General

Website Woes – About Us

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When people visit a website one of the first places to be accessed will be the section that addresses “About Us” or provides some context and background on the company and the major participants of that company.  Said another way, the person browsing the site is looking for an answer to the question: Why should […] [Read More]
Categories: General

Should Sales Be Taught to Students?

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Our education system is seemingly under attack from many fronts.  Some claim that there is too much emphasis on testing and meeting federal, state, or local requirements (No Child Left Behind, Core Curriculum, and other initiatives).  Others, bemoan the lack of remaining contemporary and providing skills to address the “new world” that students enter upon […] [Read More]
Categories: General

Locks and Alarms Does NOT Mean Business is Secure

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There was a time when a business was considered secure if they locked their doors and windows, had an alarm system installed, ensured that the perimeter was well-lit, and if needed; hired guards to monitor people entering and leaving the premises.  However, to believe that such methods are sufficient in the current business environment would […] [Read More]
Categories: General

Is ROI the True Determinant of Success?

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ATwo different consulting experiences recently from different parts of the world reinforced a very important lesson that questioned conventional business wisdom.  In one experience, I was invited to remotely lecture to a graduate school class in Training and Development that is part of a “MOOC” (Massive Open Online Course – meaning that students can register and attend […] [Read More]
Categories: General