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Archive for Career Development

Awareness, Honesty and Our Choices

Last night I went to the Denver Nuggets vs. L.A. Lakers playoff game. A friend had an extra ticket and

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Leadership Intimacy, Do You Have It?

Melissa is brilliant with people. She has a calming affect. Melissa can move her way through the most stressful, emotionally

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The One and Only TRUE Path to Success

  EXECUTION! Wes Welker dropped a pass that him right in the hands. Had he made the catch, it would

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I Work Mine Off So I Can Kick Yours

      I saw this the other day while skiing.  I couldn’t have said it any better. I’m going

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7 Reasons Great Sales People are Like CEO’s

“You are the CEO of your own business.”  I said this all the time during my years leading sales teams.

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Theory of Mind and The Art of Sales

Knowing how a peson is going to respond to something is a powerful skill in sales.  Sales people who are

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How Do You Do It?

To sell, or to do any job at that matter, you have to know how YOU do it. Yes there

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The Loss of Leverage

We give-away leverage far too often.   Leverage is the victim of  instant gratification and the here and now.  When

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SE’s (Sales Engineers) Yes or No?

One of the members of this community Matt Toth asked me my thoughts on SE’s.  He wanted to know if

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Skip the Water

Fred Wilson had an absolutely killer post the other day about a contest he was in while at MIT.  I’m

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