Vision?

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You have to question any long running business that isn’t founded with some sort of vision.  Here’s why: Without vision, there is no true north for the organization to operate …

What is selling?

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When I am working with my clients, I talk about revenue, value, profitability…almost in a trance like mantra. There is a reason for that that I have illustrated on several …

Distance Between…

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Service and value is the distance between adding something unique and just offering another set of hands.  In looking at service, it is important that you have high technical capability, …

Distance Between…

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Service and value is the distance between adding something unique and just offering another set of hands.  In looking at service, it is important that you have high technical capability, …

Degrees of value

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If we aren’t careful, we can lump all value into two baskets…valuable or not valuable.  But value isn’t that simple.  In fact, valuable comes in degrees.  Some entrepreneurs talk about …