Archive for April, 2018

Man at a table

Don’t Fake It Until You Make It

The idea that one should fake it until one makes it is rather odd (and poor) advice. What value is there in being a fake, a phony? More still, how does faking it lead to making it (whatever that means)! Dressing up in the clothes, buying all the…

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Shark sighted sign

Are You the Dangerous Type?

If you were to walk in the back door of your dream client’s account and speak to one of the contacts who cares about what you do, would your competitor have reason to be concerned? Should they fear your very presence inside the building as an…

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You Have the Raw Materials

The Earth has been here for 4,000,000,000 or so years. Humans have been here for a very short time, a blink really. During all the time we have been here, all the raw materials that we need to build the International Space Station have been here… Continue Reading
outbound sales conference audience

A Few Words About My Friends

A few years ago, I had an idea for a sales conference. I asked my friends Jeb Blount, Mike Weinberg, and Mark Hunter to join me in building a conference, believing that there was an appetite for real sales content at a real sales conference. There…

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