How the competition can make you hurt yourself

I was recently involved in a negotiation on behalf of the holder of intellectual property and a small (relative to industry average) potential contract manufacturing partner. After only a very short set of preliminary meetings, the contract manufacturer sent us an unsolicited, highly detailed proposal for a partnership. This was the smallest mistake they made,…

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How the talk inside of your head is hurting your sales

Do you remember what it was like when you first learned to drive a car? How about riding a bike? Using a computer for the first time? If you remember your early experiences with these things, then you may remember what was going on inside of your head at that time, and how different that…

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Does Social Media Marketing Work?

In my blog post last week I wrote about questions. I’d like to continue that theme, but from a slightly different angle. In the last year or so, I have seen a similar question come up again and again in the Question and Answer forum on LinkedIn: Do social media venues such as LinkedIn /…

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Asking the right questions

I love my iPhone. Since it is a mobile device, I use it out of the house and office a lot. Hardly a week goes by without someone seeing me use it and asking me the wrong question: “Is that a good phone?” Why is this the wrong question? Good is a matter of perspective.…

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Back to basics (part 2 of 2)

In the last post (part 1), I began to discuss the problem of information overload out-of-context for the sales newbie trying to learn the craft of selling from the blogsphere.  Simultaneously, I addressed the problem of the veteran who can’t replicate success because the path to success is not known or fully understood. In this…

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