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Competitive Strategy: you may only have half the picture

By |2015-06-02T13:53:56+00:00June 1st, 2015|Marketing, Sales, Strategy|

A  painting of the Battle of Borodino. In 1812 Napoleon invaded Russia. At Borodino at the gates of Moscow, Napoleon won a decisive victory against the Russian army.  This was the bloodiest battle in modern history.  There was appalling loss of life on both sides. Napoleon waited outside Moscow for the surrender party. No one [...]

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Weave magic into your leadership with these three steps

By |2016-11-18T10:04:02+00:00December 15th, 2014|Newsletter, Sales, Strategy|

  I have a client who sells cars.  He is a master at this.  He told me about the process.  I watched him go through all of the intricate detail of the sales process with his team.  He knows the process inside-out.  He often illustrates the dynamics of closing a sale.  Buying a car is [...]

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Persistence

By |2016-11-18T10:04:10+00:00March 1st, 2011|Coaching, Marketing, Sales|

Children singing in the company reception.  A window washer writes a message on the window.  A lush pot plant is delivered as a surprise.  What do these stories have in common?  They are creative ways sales people have attracted the attention of prospects. In the first, the celebrated salesman, Anthony Wainwright got the attention of [...]

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