Category Archives: career

Sales: Becoming a Star

This is the third post in a series on sales. See part one here and part two here.  Whether you’re new or old to the sales game there are 3 factors that are going to define your performance. Previously, we broke down the fundamental building blocks of the discipline, … Continue reading

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Sales: What’s it made of?

This is second part in a series on sales. See part one here. Do an Amazon search on sales and you’ll find a million and one books on different types of sales, salespeople and selling. Very few of these books … Continue reading

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The 3 Rules of LinkedIn Recommendation Etiquette

LinkedIn recommendations are a great way of adding credibility to your professional profile. They’re great to give and great to receive. Even more, the right recommendation from the right person is something to cherish. The question is, when is the … Continue reading

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Purim: Profiles in Office Politics, are you a Haman or a Mordecai?

In Israel the holiday of Purim was celebrated this past week. Purim is a very festive holiday that commemorates Jewish victory over certain Persian adversaries. The festivities involve a lot of partying, dressing in costumes and a Rabbinical directive instructing … Continue reading

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The ABC’s of (cold) Emailing Strategy

Email can be a beautiful thing. If you know how to use it. A friend in Public Relations turned to me for advice on how to make better use of email. In particular, she was emailing tech journalists to promote … Continue reading

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sharing with teammates: revisited

Looks like I might have to change my mind here… I published a post about sharing with teammates recently, and my conclusion was that sharing is good. In specific, the more you give, the more you grow (and establish expertise for yourself). Greg … Continue reading

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Getting your CV (resume) right: for the uninitiated

Some years back I managed an entry level sales team that I was responsible for recruiting and training, on a very small budget. I had limited resources and had to get the right people in place as quickly and efficiently as … Continue reading

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6 ways event organizers can improve trade shows for exhibitors

This is the third post in a series on trade shows, and how they are in need of a value enhancing makeover, more consistent with the modern face of insight sales. This post is really a continuation of the first. … Continue reading

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8 ways exhibitors can create trade show success

As I reviewed previously, the entire paradigm of creating new business via the “Trade Show” as an exhibitor is in need of a massive rework. In a future post I’m going to make some recommendations for the event organizers, but … Continue reading

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keys to success: momentum

Of all the factors that separate top performers (champions) from the rest ( journeymen), momentum is one of the most fundamental. It’s also one of the most fundamentally easy to begin examining and changing.

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