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The Power of Testimonials
Testimonials matter. In sales where value propositions are next to identical and compelling differentiation is narrow or non-existent, proof of concept counts and often closes....
Casual Day Stickers
I attend a lot of conferences. Often they are centered around leadership and human resources. And lately the popular theme choice has been “Next”, “Shift”,...
The Zoo
Tomorrow morning I am giving a keynote at the Milwaukee Zoo. A first for me! I haven't been in years...my nieces and nephews love the...
The First Date
First dates can be tough, especially if you haven’t dated in a while. The fear of change and rejection are powerful forces capable of keeping...
Change
Change. We’ve entered a unique era of transformation. What got us here, won’t get us there. The pace of innovation, technology transformation, marketplace disruption and...
Hospitality & Social Selling
I was fortunate to have the opportunity to speak at the 2010 Hospitality Sales & Marketing Association International Resort Business Summit this week in W....
Selling to Human Resources
HR industry consultant and thought leader Mark Stelzner at Inflexion Advisors recently authored a fabulous blog post on '5 Ways to Torpedo Your Next HR...
The Generations at Work
I recently had the pleasure of sitting down over breakfast with Bridgeworks founder David Stillman, the generational expert, professional speaker and author of the new...
Twin Cities HR: Conferences & Connections
This Spring is providing a variety of opportunities for the HR community in my hometown to conference and connect around some terrific content! April 13th...
Employment Branding Excellence at UHG
I had coffee this week with one of the strongest practitioners in the Employment Branding space, Heather Polivka at UnitedHealth Group. Heather is a great...
Sales Recovery
Late last week I received a red alert phone call from the SVP of Business Development of a large tech. company on the East Coast. ...
Sales Influence
Would sales be easier if every call you made was to a prospective buyer who was aware of both you and your organization prior to...