Revenue’s up? Revenue’s down? If you think it’s just sales, think again…
Words matter. I work with a company where people say that all of the time. They’re right. Mostly. What matters even more is the meaning we give to certain words. There are certain words that, while...
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Things we love to call salespeople: Heroes, Goats, and Magicians
If you’re like me, you have a love-hate relationship with certain groups or products. I love my Mac suite of products – except when I don’t. When they hum along with all of their elegant simplicity,...
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Does Your Brand Have Integrity?
Why do some brands grab our hearts while others leave us looking around the room to see who else is there? Don’t blame (or credit) the marketing department. At least, not entirely. Take my recent visit...
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Six Shortcuts Salespeople Are Tempted To Take
A while ago, I had the opportunity to shadow a top-performing salesperson who sells an innovative service to small businesses. We spent a high-energy day visiting business owners to see if this...
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