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dave@davewakeman.com
Washington, DC 20008
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communications

All the buzz…

It goes without saying, but you probably need to watch out for buzzwords…no matter what industry you are in or what field you are discussing.  Things like “ninjas,” “Jedis,” “mavens,” etc. probably are a sure sign of lazy, inaccurate thinking and details… As an example, I remember pretty clearly when everyone was talking about “synergy.” […]
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Changing Leadership

Leadership is changing… It is no longer enough to have a title. To have a position of authority. Now it is important to be a leader that serves the team as well as sets the vision.  Leadership is becoming a communication job, like most other important jobs…your ability to communicate can define your success or […]
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Success In Cold Calling…

While I have been involved in my fair share of cold calling over the years, I have had little to no success in that kind of sales… What I have been able to do effectively, and what I would tell you to try with your own sales efforts is to focus on the relationships aspect […]
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Really Bad Advice

There are certain things that are really bad pieces of advice…like: * Under promise and over deliver * You have to compete on price * You can build a brand by social media * The customer is always right In the future, I will go through why each of these is bad…but for today, just […]
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Really Bad Advice

There are certain things that are really bad pieces of advice…like: * Under promise and over deliver * You have to compete on price * You can build a brand by social media * The customer is always right In the future, I will go through why each of these is bad…but for today, just […]
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Then vs. Now

We used to live in a world that asked us questions like: “What’s your experience?” “Where did you go to school?” But…now we live in a world where the most important questions are things like: “What value can you add?” “What can we build?”
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Persuasion vs. Education

Sales isn’t the art of persuasion… Sure, it used to be…I’ve seen the movies that glorify that kind of salesmanship. Today sales is about coordination and education. The person that ends up being persuaded in the new world is the salesperson because they need to make certain that they have something useful to offer the […]
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