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How to be understood+

Substitute “damn” every time you’re inclined to write “very.” Your editor will delete it and the writing will be just...

Read More+ 1860 days ago
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Big is small…and small is big.+

Here’s a crazy paradox: Giant mega-companies are trying to convince everyone that they are nimble, quirky, local, and small(ish) in...

Read More+ 1878 days ago
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This Day Too Shall Pass+

Let’s face it – sales can be an extremely stressful profession. We’ve got quarterly numbers to make. We’ve got commissions...

Read More+ 1911 days ago
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Nothing Comes To Those Who Wait+

I watched my hapless cat trying to hunt birds the other day. She didn’t feel like running or jumping, so...

Read More+ 1932 days ago
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The Six-Year-Old Scrum+

Playing soccer in 8th grade, I was always surprised by the tremendous inconsistency of our team’s level of play. On...

Read More+ 1952 days ago
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Why Are You Still At Work?+

Charles De Gaulle once said that, “The graveyards are full of indispensable men.” This is an important lesson that all...

Read More+ 1963 days ago
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Don’t Despair+

I know this is hard to believe, but a few years back, I actually lost two sales in a row...

Read More+ 1981 days ago
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It Costs What It Costs+

Why are people always asking you to lower the price of your products and services? The answer is simple; because...

Read More+ 1996 days ago
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Run Away! The Art of Attracting What You Want+

The German philosopher Heidegger said that we tend to pursue those things that retreat from us. Every sales person is...

Read More+ 2011 days ago
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Smile, You’re on Candid Camera+

Earlier this year, I decided to install some video security monitors on the outside perimeter of my house. I contacted...

Read More+ 2025 days ago