The shoemakers children could have had shoes, if only….

I wrote a blog post last week about dumb things that otherwise smart people do or say. The conclusion of the post was that there is always something to learn in order to improve, and it is foolish to think otherwise, or to avoid efforts for self-improvement because of this misconception. To make the point,…

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The dumbest thing I ever heard a smart guy say

I have had the good fortune to have worked in a few different start ups. One of the things that I really like about this kind of work environment is the lack of silos. In larger organizations, most departments (sales, marketing, finance, operations, etc.) get partitioned to some extent from other departments. In early stage…

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What my friend and I learned about (sales) process by doing the dishes.

Lessons in life can come from funny places. Sometimes, we don’t even realize the point of the lesson until years – even decades later. I was doing the dishes last week, and I was reminded of just this – a lesson that a college roommate and I shared about process that we learned by doing…

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Sales and Negotiation

Last week, I wrote about the difference between sales and marketing. The point of the article was to take these two ideas that often get mixed together, and draw a clear line where one activity stops and the other starts. These kinds of definitions are important for the same reason that a sales process is…

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Sales and Marketing: Where to draw the line and why it matters.

Last month, I was conducting a sales training focusing on the sales process as outlined in my book, Mastering Your Sales Process. Near the end of the training, one of the participants asked why I didn’t spend time talking about marketing driven sales models, and how their company can use marketing to get the client…

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