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Creating Something New

In my business, a break in the action means it’s time to create something new. Every entrepreneur, executive, leader, manager and individual contributor needs to...
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The Art and Science of Storytelling in Sales

“I understand….let me tell you a story.” They are some of the most powerful words we can convey. The invitation to listen is also my...
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How to Conduct Effective Pre-Call Planning

Sales calls are the beginning of a journey, and like any adventure, you need to be prepared. Remote selling has risen 89% since 2013, and...
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3 Most Important Elements of Sales Preparation

Most sales are closed before the meeting even starts. Today, on average, when B2B buyers are considering a purchase, they only spend 17% of their...
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How to Improve Psychological Safety at Work

How important is psychological safety at work? Google’s Project Aristotle launched with a singular goal — to discover the elements that make a perfect team. The...
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Make Baseball Fun and Put Fans First

Why are people already in line? The game doesn’t start for a few hours. I didn’t understand. I was in Savannah for a minor league...
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Best Practices of World-Class Sales Organizations

According to Gartner’s Future of Sales 2025 report, 80% of B2B sales interactions will occur in digital channels by 2025. Organizations that can adapt, and...
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How to Become a Successful Sales Person: A Conversation with Philip Kennedy

Few people know more about what it takes to become a successful sales person than Philip Kennedy, vice president of sales at CADY, the senior...
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Servant Leadership in Healthcare: A Conversation with AccentCare CEO Stephan Rodgers

Beginning as a personal care attendant in college and progressing to leadership roles within the UnitedHealth Group network, Stephan Rodgers has spent 25 years profoundly...
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10 Traits of a Great Teammate

When I decided to start my business more than 10 years ago, I wasn’t entirely sure where it would take me. But I knew who...
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Visioning the Future

Visioning the future and mental rehearsal are battle-tested, time-honored traditions of peak performers such as Lebron James and Michael Phelps. However, you don’t have to...
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How to Overcome Loneliness

Chronic loneliness harms us. It’s characterized by feelings of worthlessness, emptiness, and a lack of control, and it literally makes us susceptible to illness. A...
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