Archive for December, 2010

The Receptivity Trap

Your time is limited. You need to focus where you can make an impact and where you can produce results. This means you have to be exceedingly disciplined with how you invest the most fleeting resource you have available to you: your time.

Your…

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Competing Against Fairy Tales

There are some salespeople—and some sales organizations—that are willing to tell their prospective clients whatever they want to hear in order to win the deal. They do so knowing that they cannot achieve the outcome that they promise, but also…

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