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Communication

Communication, Leadership · May 10, 2020

If you knew then …

You are in the middle of it all. Making decisions, statements, and public announcements. You are not sure you are doing the right thing, but you are doing what leaders have to do every day. Make tough decisions. There are critics that will be Monday morning quarterbacking you, but you are steadfast, …

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Communication, Planning, Preparation, Sales, Training · April 10, 2018

The “Wimpy Syndrome”

This is probably one of the most overused negotiation tactics by buyers and purchasing professionals in history. I call it the Wimpy Syndrome. You all remember “Popeye the Sailor man” and his friend Wimpy. Wimpy always wanted the immediate satisfaction of a hamburger today, with the promise of …

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Communication, Goals, Professionalism, Respect, Sales, Training · March 4, 2018

Tip: Hard Work is Irrelevant

If you could design the best compensation plan, would it be based on hard work, or output? I once heard a story about a locksmith.  During his apprenticeship, he would take hours to work on a project.  His customers would come and see him pour his heart and soul into his work. Quite a few would …

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Communication, Leadership · January 14, 2018

If I Had More Time …

If we had more time to do anything, what do you do with that time? What a great question to ponder. However pondering and pontificating are the opposite ends of the spectrum that I am pointing at. Lincoln’s greatest speech given was his Gettysburg address. It was a total of 272 words. Lincoln …

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Communication · April 14, 2017

Trying to remember? Or Trying not to forget?

I can’t forget to pick up my dry cleaning before 3:00pm.  I can’t forget to make my dentist appointment.  I can’t forget to back up my hard drive. How many times have you asked yourself one of these questions?  And for each of these how many times were you successful in remembering, or not …

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Communication, Leadership · April 11, 2017

Clear Communication…

In a recent golf outing, I was playing some of the best golf I’ve played for quite some time. I was playing with 3 younger guys, that were actually impressed on how well I was hitting the ball in the middle of every green and putting lights out. They had played with me before, so they knew this was …

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Communication, Leadership, Professionalism · March 11, 2017

Leadership and Trust

This is the 2nd Article in a Series on Leadership that I have been asked to write.  In the first article of this series, we discussed that building trust as a leader is extremely important. Without trust, who will follow you. Let us assume for a moment that you have built that trust. That you have …

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Communication, Leadership, Professionalism · November 14, 2016

This is a “baloney” sandwich!

You just received an email from your boss.  "I would like to see you after lunch today, to discuss your performance". For many of you, you won't be too worried about this, but for others you begin to set the stage in your mind. You can see yourself walking into the office, sitting down, and …

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Communication, Preparation, Professionalism, Sales, Training · June 3, 2016

Why the oldest profession will never die!

Have you wondered why your telemarketing team never provides you market intelligence?  They provide orders, good repeat business, but you never seem to be ahead of the competition? Do you find yourself competing at the commodity level, and not at the premium level? There is a theory about …

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Communication, Planning, Preparation, Professionalism · March 25, 2016

How to Improve Response Rates, and Write Better

Having trouble getting emails open? When they are open, are your target customers taking action? Are you a content marketer? Do you use email as your primary sales tool? When you review your mails and materials, does it inspire or create a desire to take action? The answer is as easy as this.  It …

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