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Building Chemistry

Building Chemistry

Chances are you know someone who has written a book about sales. Amazon lists more than 25,000 on sales strategies. And if you search online for “sales strategy books,” in half a second you’ll have results exceeding 96 million. Fortunes have been mad...

Big Game Hunting

Big Game Hunting

The July-August 2014 Harvard Business Review was titled, “The New Basics of Marketing.” Inside was an article called, “The Ultimate Marketing Machine.” It began by saying: “In the past decade, what marketers do to engage customers has changed almost ...

Raising the Bar

Raising the Bar

Debbie Simpson’s sales team hates October. If trying to come up with that killer costume for the firm’s annual Halloween party isn’t hard enough, October is when they have to start developing their sales and marketing plans for the upcoming yea...

A Leap of Faith

A Leap of Faith

I recently read an old Harvey Mackay analogy about the African impala.  In case you haven’t heard it, an impala can can jump to a height of over 10 feet and cover a distance of greater than 30 feet. Yet these magnificent creatures can be kept in an e...