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Race to the Top

Excellence isn’t found at the bottom. There is nothing in the lowest price category that it the highest quality, best experience, or most meaningful. Nothing.

Excellence can’t be found by cutting your prices, cutting your spending, or creating…

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How I Read Books Now

I’ve stopped trying to read a lot of books. I used to read a book a week. I read a book a week outside of my assigned reading in college and all the way through law school. I read hundreds and hundreds of books, and I am happy I invested my time…

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How to Lose a Deal

  1. Engage in a Process that Doesn’t Serve You: Sales process is for sales managers to forecast. It has nothing to do with real sales calls. If your prospective client wants you to fill out an RFP, RFQ, or RFI, do it. If they want an arms-length…
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