While many variables go into making a successful sales program, it’s fair to say that significant responsibility for the program’s success rests on the shoulders of those who have direct contact with the organization’s prospects. But whether that is the… Read More
Archive for the ‘Blog’ Category
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A Contract Challenge for You
Certain clauses are almost always found near the tail end of the contract – after everyone is tired of reading. They blend into the boilerplate, come after the scope of work and contract price and barely register with even experienced… Read More
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Are You Just Applying Lipstick on a Pig? A Business Lesson from a Football Coach
I was on my way to a meeting listening to ESPN’s Colin Cowherd interviewing Ohio State football coach, Urban Meyer. Cowherd was asking about the rule change, proposed by some Division I coaches, to limit or even prohibit the so-called… Read More
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If You Want to Grow, Do Nothing
Close your eyes and picture someone you know well, perhaps your mother or your spouse. I’m betting you had the picture in an instant and that you could see every detail. Now, try and describe that person using words, as… Read More
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Do Your Contracts have a Grip on Reality?
Recently, I drafted a contract with which neither party is ever going to comply. In fact, after the parties sign it, it will be placed in a drawer, never to see the light of day. The contract hinged, in part,… Read More
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5 Contracts Clauses for Leaving Nothing to Luck
Protecting your business from potential risk is not always easy. Unless you have a crystal ball, it’s impossible to predict what might go wrong. The trick, of course, is being prepared for anything that could put your company and the… Read More
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The Lasting Value of a Lost Summit
Last night, CNN reported that four people died while descending Mount Everest’s southern slope. Those familiar with the challenges presented by Everest speculated that the climbers expended the bulk of their energy reaching the summit, only to find that they were… Read More
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The Avengers and Battleship are Wrong
Last night, my wife and I were talking about our sons’ stages of development. She said that she recalls wishing the baby and toddler stages would last forever. She loved having her boys fall asleep cuddled up against her and… Read More
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Jacintha Saldanha and the Law of Consequences
One week ago, two DJs from Australian radio station 2DayFM pulled a ridiculous stunt. In what can only be described as horrible British accents, they “impersonated” Prince Charles and Queen Elizabeth in a call to King Edward VII’s Hospital in London. The two… Read More
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What I Believe
This time of year is always marked by resolutions and renewed (or perhaps only revisited) faith. The end of one year and the beginning of a new one seems to trigger a pause inside most of us, and I think… Read More