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Blogging is a great tool to connect and share information with the world. Never has it been easier to share your expertise in such a direct and concise way. Writing a blog is a perfect platform to strengthen the connection between you as a professional and your audience, customers, and colleagues. Besides the obvious benefits ...

People don’t respond as well to data as they do to stories, it’s been shown. Take powerful data, put it into a story that creates an emotional response, and you’ll find that it has much more impact. That’s why companies prefer to have their products actually be part of the storyline in successful TV shows–going ...

Shockingly and sadly, I see the ‘Re-active’ approach all the time. How can this be when your largest customers are providing the lion’s share of revenue for your company? Consider the following consequences of a re-active approach: Leaving money on the table due to lack of strategic account planning that is proven to lead to ...

Momentum is a vitally important part of sales management. What could be slowing your sales team down to a dead crawl?

Examining how the American War of Independence managed to evolve a the very stable, powerful nation--and how this relates to a company.

The common meaning of business practice is: “A method, procedure, process, or rule employed or followed by a company in the pursuit of its objectives.” It’s a means to an end. And the common denominator of all business strategies is growth. If a business isn’t growing, the end is near. The primary drivers of growth ...

For 12 years, I taught the subject of “Personal Selling” as an adjunct professor at Loyola University Maryland. A textbook was required in class by the academic-industrial complex, and once in awhile I actually used it–often to highlight the crazy ideas that PhD.s who write textbooks often have about the business world. In one textbook ...