Category Archives: Uncategorized

Marketing is the Steward of Opportunity

TweetSales is blessed and cursed by a misunderstanding of one-dimensionality.   There is a lot to like about a clean logical framework around hunting and farming deals and winning by the numbers.  Of course, like most convenient simplifications, the one-dimensional view … Continue reading

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Reducing Sales Cycle Time

TweetOne of the most common business challenges is decreasing their “sales cycle”.   If you ask why the cycle is as long as it is, the Sales professionals involved will quickly produce a list of all the reasons why deals take … Continue reading

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Boredom is a Warning

Tweet Voltaire, 1694-1778 Voltaire named Boredom as one of Three Great Evils.  (What were the other two? Read on!) Most of us have experienced boredom in our life.  Maybe we got dragged to a “boring” museum when we were very … Continue reading

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Diligently Waiting

Tweet How many times have you asked someone who told you he or she would do something what the status is, and the response is, “I’m waiting for X to get back to me on that.”  And that makes you … Continue reading

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The Source of Credibility

Tweet An article in the Daily Mail trumpeted the effectiveness of talking louder to win arguments.  That’s not surprising, and if winning arguments is all you are concerned about, stop reading this and GO DO SOME SHOUTING! The shouting strategy is … Continue reading

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Top-Down Performance Initiatives and Promise Chaos

Tweet Brobingnagian top-down designs left a lot to be desired. Many of us, especially coming from Engineering and MBA backgrounds, are entrenched in a management science paradigm that says operational data should flow up for analysis, then improvement initiatives should … Continue reading

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Moods are the Stage for all Conversation

Tweet “Raoul is very up-beat.” “Suze is depressed.” “An optimist sees a glass half-full, a pessimist sees it half-empty.” These assessments are about Mood, the stage for all conversation.  Suppose you want your business development team to meet to come … Continue reading

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Trust – Our Future Depends on It

Tweet Who have you trusted today?  Who trusted you?  What is at stake in each situation?  When was the last time you did business with someone you did not trust? We all have a gut sense of how essential trust … Continue reading

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Discomfort and Learning

TweetFor those of you who are raising or have raised children, you know what a tremendous educational gift you receive by being able to experience young life as a close observer and supporter.   Teaching offers a similar gift. One … Continue reading

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Blind Spots: What You Can’t See WILL Hurt You

Tweet Every driver knows (they do, don’t they?) about the perils of blind spots.  They are places in your car that you just can’t see through or around.  Whatever is in that blind spot is at risk. We all carry … Continue reading

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