Friday, December 21, 2012

The Fallacy Of "Fine!"

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 "How did the sales call go?" “it went fine.” “How was the demo?” “It was fine” “How are we doing on the RFP re...
Tuesday, November 27, 2012

Why Selling Solutions Is Only Half The Sales Story

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As a CIO, the only “ Products ” I ever bought cost $299 or less and got some user or department off my back by providing them with some...
Thursday, November 1, 2012

November Content : Webcast Demo Crimes and More ..

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Hurricane Sandy has come and gone in my part of the world (Just North of Philadelphia) and the cleanup has started. Fortunately we surviv...
Thursday, October 18, 2012

The Less You Know, The Better The Elevator Pitch

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Yesterday I participated as a panel judge in reviewing the 2 minute elevator pitches / door openers of a 35 member presales team. The p...
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Tuesday, October 2, 2012

A Critique Of A Fidelity Investments Webcast

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This morning I sat through a 60 minute webcast, sponsored by Fidelity Investments, titled “ Fidelity Bond Investing Beyond Yield: A Dee...
Thursday, September 27, 2012

You will never "find" time for anything. If you want time, you must make it.

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Yep. It's that time of the year. For many of my customers it is the end of Q3, and Q4 is rushing upon you. That quarter when it's...
Wednesday, September 12, 2012

YES!! Global Availability Of The eBook

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I've heard from a number of you over the past few months that you have had extreme difficulty obtaining the Kindle version of Mastering...