Articles

Create Winning Conditions for Video Meetings

Article by , August 5, 2020

Many people still find video to be an uncomfortable experience. And yet a significant part of a salesperson’s job is to build good rapport with customers. The number-one way you do that is by helping them feel at ease even while talking via a camera and a screen.


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David Ogilvie’s Lucky 13 Tips for a Successful ERP Selection

Article by , August 5, 2020

The ERP landscape is littered with horror stories of bad implementations costing companies many millions of dollars for absolutely no benefit (in some cases). Many of these failed implementations have ended up in court, or at least have involved an acrimonious split between customer and software vendor/partner. Studies have shown that selecting the wrong product in the first place is the main driver of the ERP implementation failure rate.


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Racisim and White Fragility

Article by , August 3, 2020

All people who are not perceived as white continue to experience racism. They experience it in shared ways, and in ways that are unique to their group, and their position to whiteness. However, there is something profoundly anti-black in our culture. It cuts across all groups, and is a form of state sanctioned discrimination. White people often inadvertently maintain racial inequality.


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Like It or Not: It’s All Video by Default Now

Article by , August 3, 2020

Far too many sellers are waiting for a “return to normal” with traditional face-to-face meetings, travel, and client entertaining. They’re still stubbornly averse to embracing other forms of communication, such as video. And all of their reasons are nothing but excuses.  


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Are Your Employees #1?

Article by , August 3, 2020

During this crisis, what we do and how we handle our employees will make our future success. I’ve heard stories of small businesses that closed and didn’t even communicate to their employees.  Conversely, I’ve heard about companies taking great care of their employees. Which will turn into long-term success? Who Should We Retain? If there […]


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How is Your Organization Fighting Racism

Article by , July 19, 2020

All people who are not perceived as white continue to experience racism. They experience it in shared ways, and in ways that are unique to their group, and their position to whiteness. However, there is something profoundly anti-black in our culture. It cuts across all groups, and is a form of state sanctioned discrimination.


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What’s Going On Around the World?

Article by , July 13, 2020

After receiving questions from multiple people about “What’s going on in Asia?”, we dug into what’s going on around the world (at a high level). In today’s globally-connected world, it isn’t a question you can ignore! Starting with Asia, from a supply chain point-of-view, product continues to move. All three China ports are open and […]


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Best Way Out: Always Through

Article by , July 4, 2020

Heed the wise advice of American poet Robert Frost who once said: “the best way out is always through.” One of the great privileges of my profession as a sales expert is that I regularly get to see up-close how leaders and sellers in a wide range of businesses are responding to this crisis. Some are struggling. And some are thriving as they work at figuring out what’s the best way out of all this uncertainty.


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The New Face of Change Management

Article by , July 4, 2020

When all employees are engaged through-out the process of change, meaningful change can occur. Employees who understand the obstacles and principles, have their concerns and questions answered, and can contribute with their experience and knowledge engage in meaningful change.


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