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Executive Conversations and the Power of a Great Idea

Recall any Holiday gatherings, while growing up, when you were assigned a seat at the kids’ table?

It wasn’t the worst thing: The food was just as good, the banter often better. Still, whether you’re nine or 90, no one likes feeling inferior. So when you were …

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Executive Conversations and the Power of a Great Idea

Recall any Holiday gatherings, while growing up, when you were assigned a seat at the kids’ table?

It wasn’t the worst thing: The food was just as good, the banter often better. Still, whether you’re nine or 90, no one likes feeling inferior. So when you were …

Read More
 

Objection Reframes

It’s one of the more famous lines from one of the most popular sitcoms ever.

Here’s the scene: George Costanza, the “lovable loser” of Seinfeld, is at a high-level meeting as part of his job with the New York Yankees. Some refreshments have been served for the …

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Avoiding the ‘Commodity Trap’

Remember when James Cameron’s “Avatar” took the cinema world by storm late in 2009? It’s hard not to—the film generated a level of buzz that hasn’t been matched since. By most measures the film was an enormous success. It won nine Academy Awards. It scored big at …

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Are you wrecking your conversions?

Imagine a relay race where the runner covers her eyes and tosses the baton to the person running the anchor leg, instead of coming along side, stride for stride and making a clean hand-off. The result would be disastrous.

Yet, that’s exactly what’s happening in most companies’ …

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Why salespeople need rejection therapy

by Melissa Hereford, Vice President of Products

Humans have a built-in protection against things our minds label as “dangerous.” Because of this, we tend to overreact to things that are not really dangerous — like a fear of rejection.

I recently discovered a simple game called …

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