Archives: Article
September 14, 2020
A four-year old grabs a red crayon. “Colour the picture and have fun!” the daycare teacher instructs the group. The child dives in with enthusiasm, pushing the crayon quickly across the page. “Try to stay within the lines,” the teacher ...
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September 8, 2020
I remember being a new salesperson many years ago, ready to charge headlong and non-stop toward my undefined image of success. As I became more experienced, I realized that I was trying to run a marathon at the pace of a short distance sprinter; I ca...
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September 1, 2020
It is October 31 and you are working on a tight client deadline. You have come to the realization that it is going to take several more hours to meet that deadline. However, 5:00 pm, the end of the working day, has arrived and a key employee is packi...
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August 24, 2020
Many businesses are born from what Michael E. Gerber calls The Entrepreneurial Seizure[1]. These are the moments of inspiration or desperation that drive a person to start a business or that cause the owner of an established business to dive in with ...
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August 17, 2020
It was Lewis Carroll who first said “if you don’t know where you are going, any road will get you there.” For far too many of us, that is how our businesses run, from having poorly defined and communicated goals to having no goals at all!
St...
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August 6, 2020
As a rookie salesperson, I wanted to make a strong impression on my boss and my new colleagues. I wanted to be considered a “first string” team member as soon as possible, but knew that I needed to earn that regard. The national company I worked ...
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August 3, 2020
No matter what goal we are trying to achieve, whether personal or business-related, we face a battle against old habits, unproductive behaviors, and out-of-date mindsets. Why is it relatively easy to create a goal and so hard to complete it?
Neuro...
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July 27, 2020
When my son was doing a research project on sustainable communities a few years ago, the two of us traveled in a small RV to several towns in Northern Ontario where he had arranged meetings with politicians and entrepreneurs. In Hearst, the mayor sug...
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July 20, 2020
“One bad apple don't spoil the whole bunch…” is a line from the 1971 chart-topping hit by the Osmonds. Donny is pleading with a woman to look past a previous heartbreak and give him a chance. His bad apple metaphor playfully contrasts with the ...
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July 10, 2020
“How do you deal with difficult prospects – especially the obnoxious ones?”
This was a question I was often asked when training a group of salespeople. And I had to be honest and tell them I had an academic way of answering the question but ...
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