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The One That Got Away

The One That Got Away I caught the proverbial fish and it was this BIG. Back in 1999, I was working with a growing but still smallish system integrator out of New Jersey with 12 offices, who received an invitation to bid on a contract that was for a very large...

“IT” Sells Itself

This is one of my all-time favorites. I actually hear this about 75%+ of the time when discussing a sales program with a company CEO. I am getting good at predicting when they will toss out that gem in our first conversation. Of course, this cannot be farther from the...

I am my own worse Boss, ever

Truly I am, and all though I always suspected this was the case, once I launched my own start up – I discovered this to be the uncompromising truth. I have, we all have had, some “delightful” managers in our careers. For example in the early days I had a...