NEW GIG? Do This…

Nice work on getting the new GIG! I know how hard it is to go through that process. I’ve done it a few times myself, and one thing I have learned is you really don’t want to waste all that effort and the joy of being selected by not having a plan to get up […]

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Invention and Innovation: By-Products of Pain Avoidance

Pain - Marco Sedano https://flic.kr/p/3Ks9EH

We hear a lot about innovation in business. Thinking outside the box. Identifying the way things are done, finding better, more profitable…more effective ways of doing things. Innovation and invention are the evolution of business, but I think they happen for a simpler reason…Humans want to avoid pain. Pain isn’t just a physical manifestation…it can […]

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The Experts Are Wrong: Hope is ABSOLUTELY a Strategy

The Experts Are Wrong:  Hope is ABSOLUTELY a Strategy I got a phone call from a concerned colleague of mine who heard I was looking for a new gig recently. We spent some time catching up and sharing some stories about how things have changed everywhere, and how important it was to stay relevant. I asked him […]

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Your Social Media Network Has No Value

These Are Just Connections

Your Social Media Network Has No Value If you are active on social media, you know that the name of the game is building your Network. I mean…I guess that’s why you are doing it? But really…what is the purpose of having a network of followers? What are you going to DO with it? It’s […]

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What IRONMAN Boulder Taught Me About Management…And Myself

IRONMAN

It’s coming up on a year since my last big race, and I am busy training for another.  This time, I am also dealing with a professional hurdle that I didn’t plan for.  I just found out I need to find another team to lead.  Maybe I should be more specific – I need to […]

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A Letter To A Channel Partner

Customers are becoming increasingly distrustful of sales people. I’ve written about this before. Why? Because everyone is a skeptic…especially in today’s world of MASSIVE access to information. They just don’t believe you, and won’t until they have decided for themselves that what you are selling can do what is needed to solve a problem they […]

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Curb Your Sales Enthusiasm

Ever meet a great salesperson? What trait in their personality struck you? I would be surprised if ‘calm demeanor’ wasn’t on your list. Look, I get it…sellers typically have a bad rap, and it’s primarily a reflection of really fantastic marketing about the image of sellers. The fast talking snake charmer that somehow managed to […]

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Product Selling Is Dead

I’m guessing you clicked this link because you are a salesperson.  You are curious about my statement that product selling is dead.  Don’t let the way you are performing against your quota influence whether you agree or disagree.  Take a minute and think about the reason you became a salesperson in the first place.  It […]

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