I am a big fan of Vital Smarts books, training, and CD’s. Their first book, Crucial Conversations, contains essential skills needed for success working with other people. It was only later in my studies that I realized that Vital Smarts…
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I went to the book store to get my latest basketful of business CD’s. Almost as a joke, I picked up Robert Sutton’s book, The No Asshole Rule. I’ve worked with difficult people in the past, and hear stories from…
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It was getting bad; the competition was kicking my ass. Not in terms of closing business, but in getting to my customers before me. Their product truly is a piece of crap compared to mine. Then I lost one. My…
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What do great businesses in common? What do bad businesses forget to do? In their book, What Really Works- the 4+2 Formula for Sustained Business Success, the authors Joyce, Nohria, and Roberson analyzed data from hundreds of different companies. Using…
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I’ve been interested in CRM since my days as a Police Officer/Student at the University of Pennsylvania Police Department. While in school, I worked in development of a members database for the Musician’s Union Local in Phila, and for my…
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If the US auto industry wants to save themselves, they might want to take lessons from Soutwest Airlines. That’s right, SWA. Why, because much of the things that GM does is exactly the opposite of what Southwest does, and that’s…
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My usual rotation for reading follows a pattern of a business book, a religious book, and something else. Last time around, I was a little burned out on business books, so I went to the bookstore with the thought of…
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Once a year or so, I unsubscribe to everything email. Newsletters, marketing, things I want, things I don’t want. It doesn’t matter, it’s a purge, a way to get things in my inbox back in order. This year, I’ve only…
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I started writing this article shortly after being locked in an airplane on a runway for 2 hours. The first draft was noticeably more negative than I normally am. So, here is the much calmer second draft. I’m a salesperson.…
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The Internet is a very large and somewhat intimidating environment. With well over 60 million pages on the Internet, and with the Fortune 500 pouring millions of dollars in Internet advertising and paid placement, the adage. “If you build it,…
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