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Without Pictures, Your Strategy Is Just Yadda, Yadda, Yadda
Without Pictures, Your Strategy Is Just Yadda, Yadda, Yadda

Innovators and leaders tend to fall in love with their own strategy, in part because they developed the strategy. But to everyone else, such visions often sound like a bunchofwordsthatdon’tmakesense….

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Train Your Sales Team to Sell Less
Train Your Sales Team to Sell Less

Many sales professionals are like little kids in search of dessert: anything with sugar will do, except for sales you need to replace “sugar” with “cash”. Their focus is on…

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The Right Way to Share Your Strategy
The Right Way to Share Your Strategy

A CEO client of mine asked me to look at his company’s new strategy, and he sent over a 44-page PowerPoint. When I got to slide six, I called him…

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Do You Calculate Your Professional Net Worth?
Do You Calculate Your Professional Net Worth?

I’d like to suggest that you can calculate – and track – your professional net worth, in much the same way you can track the value of your investment portfolio….

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Always Focus on Your Fourth Sale
Always Focus on Your Fourth Sale

Jake is meeting with his boss, Sarah, the Sales VP, trying to explain his challenges in getting to see a few top prospects. They spend a full 30 minutes reviewing…

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