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20Aug
Champions Work Harder After Winning
Last week I was in a major North American city that’s home to two of the premier franchise sports teams on the planet. I was…
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07Aug
Hold ‘Em, Fold ‘Em, or Walk? Here’s How To Know
I was talking to a colleague new to the business world who told me he had been working on a new initiative, it wasn’t working…
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23Jul
How Much Are Empty Chairs Costing Your Company?
Last week I attended a trade show with one of my clients in the horticultural industry in Columbus, Ohio. I watched a man, across the…
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24Apr
Upside, Downside, and The Problem with Slothiness
Next week I’m traveling to the UK with one of my clients. We’ll be flying business class, drinking champagne, and spending many hours talking about…
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06Mar
$2.5 Trillion Down The Drain – How Much Of It Was Yours?
I was in St. Louis visiting a client last week. They’re a 50M+ manufacturing company that I’ve been working with over the past year. I’ve…
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29Jan
How to Beat the Competition 47 Cents at a Time
Over the weekend, my colleague and co-author Shawn and I were in Las Vegas conducting a workshop for 40 savvy business owners. We started this workshop by…
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16Nov
Paying attention to what matters, when it matters – The Evergreen Show – Episode 19
How do you know when you’ve lost a customer? How can you be sure your sales team is actually doing what you expect them to?…
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08Nov
The Bentley and The Butler – Part Two
We’ve talked about The Bentley and The Butler before in the Tuesday Tidbits. In case you missed part one or if you need a refresher, you can…
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23Oct
The Evergreen Show – Episode #16 – “Our Customers Only Care About The Lowest Price!”
In today’s episode you’ll meet Shawn’s dog, Wishes! Oh, we’ll also explore what to do when your salespeople or anyone in the organization says your…
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10Oct
A $3 Substitute for a $100-150k Expense
Salespeople, like any other group, can generally be broken out into three categories. The first (and by far most valuable) are your superstars. With these…