The elevator speech is dead. That was my pronouncement in last week’s blog. The reasons: Elevator speeches are too vague, too canned, too...
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Ten years ago, clients asked me to help their sales teams to perfect their elevator speech. Not anymore. It’s dead. Nobody has time to listen to...
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You rush into your office early at 7:30 to get a jump on the day. Your overflowing inbox shows several emails marked urgent. But they’ll need...
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Whether it takes 7 seconds or 17 minutes to make a first impression, people always seem astonished at what idiosyncrasy causes the gut reaction. That...
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Salespeople are typically the nicest people in the room. They ask about your family. They laugh at your stories. They empathize with your hard...
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Noticing the time on a text message (3:04 a.m.) that came in from a Millennial one morning, I asked if he had been working that late. “No, I...
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