Why Some Executives Think Marketing Sucks

At one point in my career, I worked with a bunch of people who didn’t think marketing was important. It’s funny; one of the guys has a Bachelor of Science degree in Marketing from a decent college. Other people, particularly those on the Board of Directors, didn’t believe either. They were believers in what they […]

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It Is Important To Be In Sync With Your Team Morally

I take great pride in the teams I have built and led over the years. At the risk of sounding discriminatory, I have found that I have tried to hire morally good people. I often say in the workplace that “I hire people who are good out there and in here too.” I have high integrity, and […]

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3 Reasons Why Selling Enterprise Technology On Value Requires a Solid Reputation

Want to sell value to your customers? If you do, you had better make sure you have a rock-solid reputation in the markets you serve. Value-based selling in enterprise software and services sales is critical. Companies deciding about enterprise software know the benefits and consequences of their purchasing decisions. Partners and vendors selling to these […]

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A Foolproof Method For Assessing Career Risks

How do you know if a job is worthy of your time and hard work? How will you know if another opportunity might have yielded a better return? How do you know whether you are being set up to be the proverbial canary in a coal mine by your new employer? They may be sending […]

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My Interview with Nazareth Qarbozian

This interview ran on LinkedIn last week. Naz interviewed me about how where I see sales in the future. As you know, Sales is now a primary aspect in any business large or small. My first question is how will Sales change in 5 years’ time? Sales will continue to become harder over the next […]

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