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My Top 5 Books of 2021

As we turn the page on 2021, I thought I’d quickly share some of my favorite books of 2021. These are books that I’ve enjoyed and recommended to friends and colleagues. Some are business focused, but others are more life/development focused.  I should also quick note,

My Top 5 Books of 2021
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Buying vs Selling

Are you helping people buy your product/service? Or are you selling it to them?  It’s easy to get caught up in the tactics of sales – qualifying, uncovering pain points, convincing decision makers, creating urgency… doing whatever it takes to get a signed contract. But is

Buying vs Selling
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Forecasting Sales with Seasonality

If you are like most sales teams, you determine your monthly sales goals by taking your yearly goal and dividing it by twelve. If you give a rep a yearly target of $1.2 million, then you tell them they need to get at least $100,000 in each month.

Forecasting Sales with Seasonality
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Building a Digital Sales Strategy

A change has been taking place in the world of sales. Just as media and communications have moved online, so too have the most effective ways of developing a sales strategy.  The old sales model required that sales reps be actively involved in every interaction with a prospect. They

Building a Digital Sales Strategy
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Trust is Required

“Is this company going to do what they say they are going to do?” That’s the big question that your prospects are asking themselves.  They know what you say can do. It’s the same thing that your competitors are saying. But are you actually going to do it?

Trust is Required
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What change do you make?

Many businesses fall into the trap of trying to sell a product or a service. They focus their messaging on features, quality, or expertise. But in reality, that’s not what your customers want.  Your customer wants to make a change.  They want to improve something. Fix something.

What change do you make?
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The Vital Few

Over 100 years ago, an Italian economist by the name of Vilfredo Pareto made an important observation. By studying the land ownership records in his country, he found that 20% of the families owned approximately 80% of the land. This observation on its own wasn’t that exciting, as it’

The Vital Few
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"In-Search-of" Mindset

My generation grew up with computers. I distinctly remember those early years back in elementary school, slaving away on our first few research projects. Our library had shelves and shelves full of encyclopedias. These old heavy books were positioned just feet away from the very space-age-looking multicolored iMacs. Which method

"In-Search-of" Mindset
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Bitcoin FAQ

I’ve always believed that the internet is a powerful tool for decentralization and the empowerment of individuals across the world. I also view sound money as a requirement for free people. Bitcoin has provided a potential future where capital can be saved, traded, and built upon without the

Bitcoin FAQ