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Without Startup Experience, Do You Qualify For Tech Work?

I’ve been in technology my entire career and it has been an excellent ride. Having startup experience later in my career, however, has been remarkably eye opening for this experienced techie. Just when...

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We Talk Value To The Customer, But…

If I had a dollar for every time I heard or read about the importance of delivering value to the customer, I would be retired by now.. Customer value is a popular topic that gets talked about a great...

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Rock Climbing My Career

I’m a lifelong climber and at my “peak,” lived to have my hands and feet on vertical rock. I still love putting on my harness and finding time to climb. Even when I’m indoors and doing business, I’m...

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Go Data Literate Or Go Home

Just as the changes brought about by data-driven work have made the news, data literacy is a pressing topic for leaders at the center of the data storm. In transportation and logistics, it shows up...

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Your Killer Demo Kills Software Deals

A software demo, even one that fully showcases a product’s capabilities, can easily kill a sale. Considering how often the typical sales rep jumps to the demo, this is a very serious issue. It’s also a...

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Big Data Is A Sexy Beast – And That’s The Problem

Humans have always loved information and there’s a cult of worship around being smart and even geeky. We refer to hard things as “rocket science,” perhaps the most expert of all expertise. Even below...

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Pain In Practice Beats Blood In Battle

I have a friend and former coworker who spends quite a bit of time training (and retraining) sales people. I’m not sure if the retraining part has more to do with the complexity of sales or more to do...

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When Hiring Doesn’t Match Strategy

Most companies struggle to close the gap between what a company sets out to accomplish and how Sales actually executes.  It seems cerebrally obvious that the two strategies should mirror each other but...

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You’ll Be Delegated To Whom You Sound Like

As sales reps, there’s always a place or a level within our customer where the conversation begins. It can literally be anywhere, business or technical, high in the ranks or low. In a perfect world, it...

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