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Sales 3.0

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Can You Change Your Mind?

A few days ago, a reader of this blog made an observation. After reading the blog for years, he noticed that from time to time I have written that I have changed my mind about something that I no longer believe to be true. This reader thought that… Continue Reading
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My Influences

Tom Peters

I didn’t read In Search for Excellence. By the time Tom Peters came into my awareness, he had just written The Circle of Innovation. It was through this book, published in 1997, that I came to understand that we live an accelerating,…

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The Limits of Your Growth

Your growth is limited by your ability to listen to ideas with which you disagree, explore beliefs that are in conflict with your own, and your ability to take the perspective of another, understanding that they hold some piece of the truth.

You…

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All Deals Are Not Created Equal

All the deals you make are not created equal. In fact, some are far more valuable than others. Some are worth far less than you might imagine, even if your client spends a lot of money.

Sales with no profit: These deals are empty calories. They…

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Deciding to Say No In Advance

Decide to say no to distractions before you are confronted by them. Decide to shut the laptop lid, turn off your notifications, close the browser, and avoid the things that entertain you but waste your time. Say no in advance by eliminating the…

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