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Profit Program Workshop Reflections
Having just completed another Profit Program Workshop in the mid-atlantic – some thoughts… Market Strategy – what is it you are marketing? Look at your collateral, your website, your events,...
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Knowledge Gaps Make the Presentation Sticky
I have an idea! There are seven things IT is doing to enable hackers… You know how? Bold, unexpected statements cause the brain to ask, “How?” or “Why?” The stronger the need to know the better. A...
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Stories bring your presentation to life
You probably don’t remember how to balance chemical equations but chances are you do remember some of the great stories one of your teachers or classmates shared in school. Mr. Gustafuson, one of my...
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Great Books Contribute to Great Sales Calls
Our last session in the Making Money with Security Class (Online) is tomorrow. I’ve had some great interaction with attendees over email and some phone this week, and value the questions and ideas...
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10 Ways to Kill a Sales Presentation
At the end of yesterday’s Making Money with Security Online class I mentioned the upcoming “Principles of an Effective Value Proposition” online program scheduled in April. There is nothing worse than...
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More Points from Wednesday’s Effective Demand Gen Webex
Based on some of the follow up questions I received following Wednesday’s Webex on Effective Demand Generation I thought it might be helpful to add these points: 0. Don’t let the irritated, over-worked...
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Webex Recording: Moving Up; Accessing Decision Makers
Here it is: (CLICK), a recording from yesterday’s Webex presentation on accessing decision makers…Also, over the past several webinars I have made some reading recommendations… 1. Let’s Get Real or...
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