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Do We Work for the Same Company?

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I have had experiences with two different companies lately that both had struggles with the same issue – agreeing on standards.  Coincidentally, both companies were what would be considered larger entities.  The smaller of the two companies was within shouting distance of a billion dollars in revenue, and the larger was quickly approaching two billion […] [Read More]
Categories: General

Is the Prospect Who Does Not Buy a Jerk?

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In 1988 I was part of a company that was growing exponentially and had products that were far superior to what competitors could offer.  This company held patents in specific technologies that far surpassed what was otherwise available from other players in the industry.  Selling the product was thought to not be especially difficult, as […] [Read More]
Categories: General

Is Your Orientation Doing the Job?

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Inspiration is a funny thing.  You can search for it purposefully and be unable to find it.  And then, there are times where life’s circumstances seem to conspire to give you the opportunity to stumble upon it; if you are paying attention!  This weekend was one such opportunity.  Two, seemingly disparate events that we all have […] [Read More]
Categories: General

Does Your Organization Lack a Mirror

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  One company that I have become very familiar with wanted to embark on changing their approach to sales process, sales skills, and the tools used to achieve sales success.  Their product line is undergoing a metamorphosis from being unchallenged in the industry, to now having to shift to meet competitive challenges from larger industry […] [Read More]
Categories: General

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