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January 13, 2017

If you work for a company of more than one person, you have to sell to internal clients and colleagues. You could be selling an idea, a marketing program, a new hire, or a budget line item. By selling, of course, I mean influencing. How can I get you to say yes?

Many of us are uncomfortable with selling, but it is a...

November 10, 2016

I suffered from terrible allergies for most of my life. Through trial and error my doctors and I found a combination of medications that almost completely alleviated my symptoms.

Some of my prescriptions are now available as generics. They offer the same active ingredient for much less than the original brand. My do...

October 27, 2016

In my mid-twenties, I had the opportunity to interview for my ideal job with a young cable sports network. The main function of the position was to develop marketing programs with advertisers to activate their sponsorships with college sports properties. Not only was I a huge college sports fan, but I was also a ma...

October 20, 2016

In the early 1980’s rock fans were introduced to a rather interesting legal document called a tour rider. A rider is a list of stipulations within a contract that an artist demands of the promoter in order to perform. We learned about riders thanks to a unique and now famous provision in Van Halen’s tour contract a...

October 13, 2016

In the iconic film (and play) Glengarry Glen Ross written by David Mamet, the character Blake, played by Alec Baldwin in the movie, is a “hard case” sent to motivate a small real estate sales team. His message is clear—sell or leave. And, his motivational approach is intimidation. In his now famous line from the mo...

October 6, 2016

I was interested in hiring someone with rather unique qualifications, so I met with Heather Roe Thompson at Creative Circle. “You’re looking for a purple unicorn,” she said.

A purple unicorn is someone with both talent and skill. Talent is latent ability. You are born with it. Skill is acquired through training and...

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How To Sell To Internal Clients

January 13, 2017

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