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Got Empathy?

Blog post by on April 23, 2014

My best friend went on a family vacation and, upon his return home, retold his vacation horror story to me. He was so upset about his treatment by a major airline that he wrote a 4-page letter …

Measure the Journey not the Destination

Blog post by on April 23, 2014

In most of my sales and marketing work, I try to use only three different measurements to guide it. I have found that though we can create more these pieces to the measurement puzzle can cover a …

Seven Ways to Be More Responsive to Email

Blog post by on April 23, 2014

Most of us are drowning in email. The daily onslaught of email and inboxes containing 100+ messages make it hard to keep up with the old one business day standard. My 2014 email response time survey revealed …

Book Review: The Collaborative Sale

Blog post by on April 23, 2014

When Eads and Sullivan, the owners of the Solution Selling methodology, came out with a new book, I jumped at the chance to read it. The book is great and you should read it. Why? Some History:

Soft is hard

Blog post by on April 23, 2014

I’ve been a Tom Peters fan since being introduced to his teachings in my first management role at Marriott International more than 20 years ago. Frequently contrarian and counter-intuitive, Peters often says: “Soft is hard and hard …