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Be An Island

Current events, along with our politicians and news media are creating a lot of fear and discomfort these days. People are rightfully more stressed and uncomfortable than usual. Many of your customers feel this way. In this environment, those of us in sales are in a...

Refreshing Changes

Last week I was doing the first of four revenue growth kick-off workshops for a large client, and we did a striking exercise. On a slide, I put the words of my client’s customers, whom I interviewed in the months leading up to the session. These included: wonderful;...