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Bangalore – Day 18; Final Training Day
The building to the left sits on the roof of the Divyershee Chambers tower in Bangalore. This is where our training classes were held and what a great view during breaks! We completed our final day...
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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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Controversy gives the presentation power
Love him or hate him – you’re forced to make a choice. Even the bad press gives the seller pictured here more fame and reputation. He wins from both sides. Remember what Seth Godin says, “Obscurity...
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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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The Professional
There’s been a raging debate in one of the forums I follow – “Can anyone be a great sales person?” It’s a loaded question with no clear answer, and the back-and-forth comments show a split among...
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What IT Wants
What does IT want? A vacation… Here are ten other possible answers: 1. Higher pay 2. A better chair 3. A new laptop – probably a MacBook Pro 4. Add to it a new Ipad for personal use 5. Education – on...
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Why do Assessments?
Almost every reseller does assessments, and now, many manufacturers are not only doing them, but equipping their reseller community through partner program trainings, and portals, and the creation of...
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Before You Write Your Next Proposal, Consider…
One issue that repeatedly comes up in sales coaching sessions is how to write an effective proposal. A few comments before you write anything… … you should be clear about what a proposal is....
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Branding – What Makes You Memorable?
Photo by Hannah Stelzl Is your brand memorable? Some have tried to brand by offering lower prices, others with great customer satisfaction, or by building great relationships with their clients. I see...
View Article3 Essential Elements of The CyberSecurity Sale – How to Close Without...
Hey Everyone, I’m just getting putting the final touches on my WatchGuard keynote for next week’s partner event in Miami…and then on to Ibiza Spain for their EMEA conference! Also, you’ll want to...
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