Seduce, Engage & Win Customers’ Hearts Toggle

Leadership: Get Over It, and Get On With It

Leadership: Get Over It, and Get On With It

It's amazing how much air time the topic of leadership gets. I'll bet there are more business books dedicated to leadership than anything...

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“Shut Up, Christiane!”

“Shut Up, Christiane!”

In spite of the headline above, I really do respect Christiane Amanpour.  Kind of. She's hard-working.  Driven.  Focused.  And she's always...

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Necessity is the Mother of… DUH!

Necessity is the Mother of… DUH!

Necessity is the mother of invention, or so it has been said. I don't purport to be a rocket scientist, let alone a geologist or a fossil fuels...

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Are You “Adding Value to the Conversation”?

Are You “Adding Value to the Conversation”?

I was coaching a small start-up entrepreneur recently who was saying he was stuck. He had been making a lot of calls, some cold, some warm,...

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Storytelling By Email: 9 Best Practices

Storytelling By Email: 9 Best Practices

In the Brave New World, we're all fighting for share of voice, as well as impact.  Email is no exception. One way to cut through the clutter...

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The “Haves” vs The “Have Hads” – Keeping Your Edge

The “Haves” vs The “Have Hads” – Keeping Your Edge

One of the clear messages coming out of "Riding the Economic Rollercoaster" hosted by the British Swiss Chamber of Commerce this week in Zurich,...

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Speed of Response: 2 Considerations When Providing a Quote

Speed of Response: 2 Considerations When Providing a Quote

I was part of a discussion on "The Wealthy Freelancer" yesterday in which several salespeople were discussing how quickly you should turn around a...

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Turn It Off, or Turn The Buyer Off!

Turn It Off, or Turn The Buyer Off!

This seems like a no-brainer, but it happens.  It really happens.  Every day, thousands of times! Salespeople who take phone calls, read...

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Prospecting:  Are You Promiscuous Enough?

Prospecting: Are You Promiscuous Enough?

Some of my closer colleagues emailed me with comments to my previous post, "Are You Too Promiscuous?"  (Come on, folks, help me out.  Why not...

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Prospecting: Are You Too Promiscuous?

Prospecting: Are You Too Promiscuous?

I used to work along side a salesman who used the "spray and pray" approach to prospecting. He would get lists of companies, call the...

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ShutDown