Seduce, Engage & Win Customers’ Hearts Toggle

Make a “Cold Call” Warmer – The Triggering Event

Make a “Cold Call” Warmer – The Triggering Event

Happiness is a Warm... Trigger. O.K., I'm dating myself, and revealing my wanna-be cult past.  The above is a play on a Beatles title, one of...

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Bridge to Customer Needs

Bridge to Customer Needs

  The last conference speaker before lunch was¬†fantastic. He was engaging as a presenter, he really knew his stuff, his material was...

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FIFA: Mind The Gap!

FIFA: Mind The Gap!

FIFA has certainly had a rough week. The whole world took aim at football's governing body and owner of the World Cup property, as FIFA...

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Entrepreneurs Understand Added Value. “Les Bleus” Don’t.

Entrepreneurs Understand Added Value. “Les Bleus” Don’t.

And now for the flavor of the month, la saveur du mois: French footballers at FIFA World Cup 2010.  What an easy target, right? I'll try not...

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Guest Post: The Brilliant (and Poor) Salesperson

Guest Post: The Brilliant (and Poor) Salesperson

I'm delighted to have Alex Muehle as Guest Contributor this week.  Alex (pictured at right) has a good feel for the buyer-seller...

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Welcome to “Selling in the Brave New World”

Welcome to “Selling in the Brave New World”

Wow!  What a ride it's been.  The near meltdown of the past 24 months, and the break-neck speed of the information age over the past...

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Love ‘Em Like Diego.  (Sales Teams Need Love, Too)

Love ‘Em Like Diego. (Sales Teams Need Love, Too)

I rarely change my opinion of superstars from one day to the next. But yesterday it happened in a New York Minute... or maybe, in a Maradona...

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Build Trust Early.  Agree “Rules of Engagement” Early!

Build Trust Early. Agree “Rules of Engagement” Early!

It's exciting to return from a first visit to a prospect that was hot-to-trot. It's frightening to see how many of these hot prospects fall into...

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Toastmasters Report: “Content Is Back. Content is King.”

Toastmasters Report: “Content Is Back. Content is King.”

It's a tough job, but... you know how it goes. I'm just back from the Toastmasters District 59 Spring Conference in The Hague. Great...

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Preparing For Success: A Conversation With Nadeschkin

Preparing For Success: A Conversation With Nadeschkin

I'm never shy when it comes to approaching celebrities. Sometimes they respond with haughty self-importance and let you know you're asking...

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