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Archive for the ‘Uncategorized’ Category

Blog #83 The Fastest Way to Make More Money; Service

Somethings not right, right? Service, service is a cost centre, service is an overhead. How in the world can focusing on a cost center, let alone advocating investing more heavily in “overhead” make more money, let me explain. Some days ago, I received a receipt from iTunes […]

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Blog #82 Synchronous vs. Asynchronous , Texting and Twitter; The Death of Communication.

For those who follow this blog, you will likely note some similarities to what you’re about to read with what you have read in prior posts. There was “Blog #60 – Ear to Ear, It Was Only a Matter of Time”, and there was “Blog #70 – […]

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Think Technology and Web Shopping is Replacing The in Person Meeting? Please See Below.

    The Economist – November 21st, 2015 On the road again   FOR well over a century, people have predicted that technology will make business travel obsolete. In 1889 Jules Verne imagined that the “phonotelephote”, or “the transmission of images by means of sensitive mirrors connected […]

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Blog #81 Why Slowing Down Will Get You There Faster

  We live in a fast paced world, no doubt about it. And if your vocation is that of a B2B sales professional, then you’re no stranger to the ebb and flow of targets, budgets, and expectations around performance. As for myself, I have the luxury of […]

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Blog #80 You’re About to Lose Your Best Client

  I find it somewhat bizarre that I find myself writing, once again, on what is a totally predictable reality; that if you’re in sales, you’re about to lose your best client. The other morning, I had a conversation with a potential new client. The guy on […]

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Blog #79 – Walking the Walk vs. Talking the Talk; Why Sales Managers Struggle With Boundaries.

I was talking with a client the other day that over the years has also become a good friend. I know he’ll be reading this, and I know he’ll recognize himself as the subject of the following. Don’t worry; he’ll be fine with it. The discussion was […]

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Blog #78 Are You a Leader or a Follower?

  Dr, Travis Bradberry If you’re a leader or a follower, then this is a must read. While I don’t usually post material other than my own, I am making this exception because I believe the following article written By Travis Bradberry, coauthor of Emotional Intelligence 2.0, […]

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Blog #77 “Press 7 to Delete” : The Decline of Voice Mail

Although I have posted on this subject before, a subject that those who follow me will  tell you that I’ve been ranting and raving about for years, the following article by Shane Dingman of the The Globe & Mail recently makes for facinating reading. Feel free to […]

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Blog #76 The Anatomy of Disdain – Why Prospects Loath Cold Calls

  dis·dain disˈdān/ noun the feeling that someone or something is unworthy of one’s consideration or respect; contempt. “Her upper lip curled in disdain” The above dictionary definition says it all. If you are a sales person in the business to business space, then likely, at some […]

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Blog #75 Why You Have To Fail To Succeed

  “I’ve missed more than 9000 shots in my career. I’ve lost almost 300 games. 26 times, I’ve been trusted to take the game winning shot and missed. I’ve failed over and over and over again in my life. And that is why I succeed.” Michael Jordan, […]

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